The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

4. Status and Prestige
One of the most powerful motivations for people is status or personal prestige.
We want to feel and be perceived as important and valuable. We want people to
look up to us and praise our possessions or accomplishments.
When you pay up to fifty dollars for a watch, you are buying a timepiece,
something that tells you what time it is throughout the day. But once you pay
more than fifty bucks for a watch, you are buying jewelry. You are buying a
personal decoration that tells other people in a subtle way that you are
successful.
Perhaps the deepest of all needs is the need to feel important, valued,
worthwhile, both to ourselves and in the eyes of other people. When you can
structure your product offering to enhance the status, respect, and prestige of
another person, you can touch on this deep human need and can often trigger
buying desire.
Emotions distort evaluations.
When you can appeal to a basic emotion, you can trigger buying desire so
intense that the concern about price becomes secondary, or even irrelevant.
For example, it has been demonstrated that some men who are anxious to
please a particular woman for romantic reasons lose almost all ability to make
rational spending decisions. This is why they purchase expensive jewelry,
perfume, gifts, bouquets of flowers, and even costlier items when they are under
the influence of the strong emotions of love or desire.
5. Health and Fitness

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5. Health and Fitness
Everyone wants to live a long time and enjoy great health. Economists predict
that health products such as vitamin/mineral supplements and physical fitness
equipment will be the next trillion-dollar industry. We all want to be healthier
and to be thin and fit. We also want to have high levels of energy. And we want
these same health benefits for our families. Consequently, we are attracted to
products or services that will enable us to be thinner, more energetic, and in top
form. If your product or service can enhance the physical quality of life of your
prospect in a cost-effective way, people who are overtired, overweight, or have
aches and pains will be extremely interested in talking to you.