People often buy for WANT, and not NEED. Understanding this can change your bottom line and your ability to influence people.
A perceived want for something is a driving force that can override the fact that you may not actually need it. Yes, we need food and shelter, but do we really NEED a 50-inch plasma TV? No, but we’ll get it anyway!
It is ‘want’ that drives people to buy from one supplier over another.
Do you know what your prospects want? Will your level of service satisfy an MD’s want to look good? Or maybe your product means the HR manager can get out of the office before 8pm!
Action – Most products and services are same old same old. What WANT does your product create, and satisfy, better than the other vendors?
Know the wants of the people you are trying to influence and you’ll make your bottom line their top priority.