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

What Triggers Buying Behavior?
Some people are impulse buyers. They buy immediately when the product
comes out on the market. These are the same people who see the new movie the
first night it is shown. They try the new restaurant as soon as it opens. They
embrace the new fashion trends as soon as they appear in the stores.
Approximately 5 to 10 percent of customers are like this. They will try it without
really knowing whether it is good or not.
Many people only buy a product when it is clear from two to four years of
history that the product is popular and well accepted. Many products do not
begin to take off until they have been in the market for four or five years. It often
takes this long for the mass market to gain sufficient confidence to begin buying
the product in quantity. Think about personal computers.

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the product in quantity. Think about personal computers.
Many people only buy a product when it is clear from two to four years of history that the
product is popular and well accepted.
There are many buyers who only come into the market when it is already
mature. The product or service is approaching the end of its life cycle. It is being
replaced by similar products that are faster, better, and cheaper. The profits to be
made at this stage of the life cycle are fairly small.
Finally, there is the postmature buyer who only buys a product just before it is
taken off the market.
What has to happen before your prospect will buy your product?
Often, a person will only buy a product, or try out a company or service, when
she has received a recommendation from someone she trusts. Sometimes the
prospect will only buy when she has spoken to another satisfied customer. Or the
prospect has to get encouragement, reinforcement, or approval from another
person before she feels comfortable enough to buy.
Here are two good questions to ask the hesitant prospect:
“What would have to happen before you went ahead with this offer?”
“What would you have to be convinced of to buy this product or service?”
The answers you get will often give you the key to the sale.