Many people think that only the quality of the product affects sales. This is an important but not decisive factor. To understand how to sell, you need to think like a buyer. In this article, I will explain why people buy.

How purchases are made

To build an effective sales system, you need to understand the 6 main reasons why customers buy. And apply different sales techniques, depending on each specific case. 

Reason 1. Logic

The client applies logic when the purchase is not impulsive and there are no objective reasons to buy the product immediately. He compares product features, delivery terms, convenience, and service. 

The one with the best deal wins here. Demonstrate the benefits of your product. But if you sell, for example, mobile phones, then a difficult situation arises in comparing goods. After all, competitors, most likely, will have exactly the same assortment. In this case, your store needs other benefits that will distinguish it in its niche.

Reason 2. Price and time

There are cases when you make a purchase right away, without delay. For example, gifts before the New Year holidays.

Everything is simple here: if the price is acceptable for the client, and the time coincides with the need to make a purchase, the sale will take place. 

Reason 3. Emotions

People are often guided by emotions. Emotions are needed for instant happiness and buying is an easy way to get them. 

Think about it, because you probably made a purchase in your life, relying on “I want it all”. 

Someone purchased a new laptop, someone - an evening dress. This happened because a person was filled with emotions, visualized the future, showed what would happen if he decided to buy. 

Reason 4. Product

If you offer a unique and valuable product, it will increase sales. But on condition that the goods cover the needs of customers. 

When the quality of a product, its distinctive features, functionality and benefits are beyond doubt, customers choose it. A striking example is Apple products, which are chosen by both business and the ordinary consumer, without looking back at many Chinese counterparts.

Reason 5. Company reputation

In order for the company's reputation to positively influence sales, consider the following factors: 

• How does the business position itself?
• advertising that the business launches;
• How does he interact with clients?
• how the site is designed, etc.

The company must be reliable and stable.

Reason 6. Trust

Sales techniques or product knowledge can increase sales. But if your business is trusted, then customer loyalty increases significantly and they are more willing and more likely to make purchases. 

To build trust - try to be interested in the well-being of the client, be aware of his needs, communicate and find out what the buyer expects from you.

Conclusion

The tips above are quite simple and obvious, but they are the foundation that will allow you to work efficiently and make a profit. It is important to pay attention to each of the reasons and use all the recommendations, meaningfully integrating them into your business, because each company has its own specifics. 

Pay attention to the presentation of the product, its value to your target audience, pay attention to related products, take an interest in the opinion of your customers, thanks to which you can improve your service.