Everyone has certain basic human needs that serve as motivation for him or her to take action, including buying action.There are 11 different customer consumer behavior categories that help to explain why people buy what they do. Identifying and satisfying these needs in selling we’ll bring you more sales and greater customer satisfaction, faster than you can believe possible. Now in each of these needs customer satisfaction comes from the motivation that the customer has the best product that they could possibly buy to fulfill one or more of these needs.
People buy a product because you as a salesperson have convinced them, that it fulfills their most pressing need at the moment.
The first need that everybody has is
Everyone wants to have more money. This is a basic need. Whenever you can use customer service to link your products and services to making or saving money for the customer, you will have his or her total attention. Money is always a top motivator in consumer behavior.
The second consumer need is
Every person has a fundamental need for security most people feel if they had enough money they’d be completely secure. So although money is hard and cold the need for security is warm and personal. Just as no one ever feels that he has too much freedom, very few people ever feel that they have too much security. They always want more.
The third need is
TO BE LIKED BY OTHER PEOPLE
Consumer behavior dictates that everyone wants to be liked by others. We need to feel accepted and respected by the people around us. We want to be admired by our friends and neighbors and associates. So achieving these goals satisfies our deep need for belonging and self-worth. Customer satisfaction comes from the motivation if they purchase your product they will be liked by others.
The forth need is
STATUS AND PRESTIGE
In dealing with customer needs and consumer behavior, a very powerful motivation for people to buy a product is, status or personal prestige. we want to feel and be perceived as important and valuable. as customers we want people to look up to us and praise our possessions or accomplishments.
Perhaps the deepest of all needs is
THE NEED TO FEEL IMPORTANT
valued and worthwhile, both to ourselves and in the eyes of other people. so by knowing these consumer needs you’ll be better able to identify what your product does well, and be able to market and sell it in the right way.
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until next time,
“ Don’t Wait For Things To Happen, Go Out And Make Things Happen”