Tips to Getting Inside Buyer Motivation

By Jonathan Farrington
You know, all meaningful actions are performed for some reason or purpose. This is commonly called motivation.

Success in selling requires understanding these basics of motivation:

  • Your motivation both as a person and as a salesperson
  • The other person’s motivation both as a person and as a buyer?

The most important fact to remember in influencing the behavior and decisions of others is that – people do things for their reasons, not ours.

Every successful sale, then, is made not so much because of the excellence of your product or of your sales pitch, but because, consciously or unconsciously, you have found the human reason why your prospect should buy. You have found the door to their motivation and have opened it.

The more you understand the function of human motivation, the more successfully you will sell.