YOU. They buy based on the person selling and the connection they feel.
This is the common thread in 86% of all buyers. They are either buying based on emotions or intellect.
How do you distinguish between emotional buying and an intellectual purchase?
Nancy Lorenzano, a Sandler Franchisee and Trainer, believes that prospects buy for their reasons and their reasons only. They buy emotionally and then attach reason and intellect after they emotionally choose to buy. We call this Pain and/or Gain – an emotional and compelling reason to buy. The reasons you hear up-front are usually – close to never – the real reasons. Under layers deep of thinking and intellect, you will find an emotional pain will emerge that is more powerful than price any day.
CHARACTERISTICS OF EMOTIONAL BUYERS
*Sales persons is the hero
*Invest whatever it takes to make it happen
*Understand the value of the transaction
CHARACTERISTICS OF INTELLECTUAL BUYER
*Looks for facts, figures & pricing
*Comparison shopper
Know who you are dealing with, it can help you with your sales and marketing strategy. Instead of playing the guessing game about what your buyers want, know for sure and seal the deal.
To learn more about how Nancy Lorenzano can help you close the deal with your buyers, visit LorenzanoGroup.com.
