What makes you buy one thing and not another? Is it because of price, quality, uniqueness, or is it something else? If you knew what that thing was that makes you buy do you think you could sell more yourself?

Of course, the answer is a thundering “yes". The more you understand how and why you make a buying decision the more you’ll understand how and why your prospects aren’t choosing to buy what you’re selling. In all likelihood they aren’t buying because you aren’t respecting that one core thing that makes people buy.

In most cases once you decide to buy you look for a source to make that purchase. Whomever you go to doesn’t have to do much more than avoid offending you and taking your order. It’s a no brainer process for both you and the salesperson.

But what about those times when you were approached first? That’s what’s most important for you to understand because in most cases you’re approaching a complete stranger, and asking them to unexpectedly make a buying decision. Rather than working with a hot ready buyer you’re working with an aloof wolf at best and an aggressive one at worst.

Now let’s think about the times you shut the salesperson down and said “no". From your perspective this individual came out of nowhere and started talking to you about things you couldn’t care less about. Or they had your interest to a point, but then they got too pushy turning you off so you sent them packing.

Sound familiar? What about those times when the salesperson got your interest immediately and created so much excitement you couldn’t wait to say “yes". What was different then?

The salesperson that got your attention immediately did so because they hit a hot button, so to speak. You heard or saw what they were talking about and you immediately thought, “Hey, that’s just what I’ve been thinking about." You then wanted to know more so you could reassure yourself this was a match for your needs. Once you confirmed that and the perceived value was greater than what you were asked to invest, bingo, a sale was made.