The Science of Consumer Buying Decisions

From the research, it is found that consumers make purchasing decisions based on these factors:

Buying Needs: To solve a problem they have or to bring them happiness. Therefore, the salesperson's duty is to:

Identify the customer's problem or real needs.
Understand what results they expect from the product.
Present the product's benefits that directly address the customer's problem. It's not necessary to mention all the benefits; focus on those that relate to the customer's issue or speak simply and clearly.

Beliefs: Building customer belief is best achieved through storytelling because truth is told through storytelling. Stories are what truly close the sale.

Purchasing Potential: The price we set or the purchasing potential isn't as crucial as the first two points. If it's something they truly want, the price won't be the main reason; they will find a way to afford it themselves.

Reviews: This factor holds about 90% importance in opening up customers' hearts. For good reviews, it's better to narrate them as stories.

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