Demystifying
s E L SA
!
Why people buy what they buy
I
n order to find a sales technique that works one needs to experiment and gauge what works best for a given target demographic. However, majority of the businesses that need to experiment have finite marketing budgets that restrict how well they appeal to the market. So how does the average business reach their niche in the most effective way possible?
We need to understand that sales techniques vary depending on the intended result. Also that no one person has the entire ‘Sales Playbook’. It takes a combination of experimenting and relying on tried and tested classic techniques. We go a step further and instead of looking at Sales techniques we look at the cornerstone of every sales interaction, Human Nature. If you have a grasp on your product’s applications and human nature in relation your product then selling it becomes the easy part. We highlight the internal and external influences with the hope that the new information affects how entrepreneurs shape their strategies.
PEOPLE BUY THINGS BECAUSE OF ABSOLUTE NECESSIT Y. In the first half of the 20th Century Abraham Maslow constructed a hierarchy of needs. The concept is popular in developmental psychology. It states that until the needs of a lower level are met one cannot move to fulfilling higher kinds of needs. This means that it is difficult for a person to pursue needs around esteem and self-actualization if they lack food or water. In the very same way some organizations are centered on providing the most basic of needs that is; Food, water and shelter. Sales of these kinds of products is relatively easier
