“Do they buy because of price, needs, salesperson persistence?
Many issues factor into purchasing decisions.”
Tuscaloosa, AL – One of the key issues distributors and other salespeople grapple with is trying to understand why buyers buy. Many times, they believe price or the salesperson’s persistence result in a sale.
“However, that is not necessarily the case,” says Michael Wilson, vice president of marketing and packaging for AFFLINK, a leading sales and marketing organization for the professional cleaning industry. “There are many issues that factor into purchasing decisions.”
According to Wilson, among the most common reasons why people make purchasing decisions are the following:
- They want to buy
- The timing is right
- They are comfortable with the price of the product or service
- They are satisfied with the company marketing the product or service
- They “visualize” the benefits realized from the product or service
- They “feel” an urgency to make the purchasing decision
- They “believe” they have made a “good deal” that will benefit the company
- The salesperson has carefully listened to the prospect’s needs and offered suggestions that address those needs.
“What we see here is that many purchasing decisions are in reality emotional decisions,” says Wilson. “When buyers can ‘visualize’ using a product, ‘feel’ an urgency to make the purchase, or ‘believe’ it will benefit their company, these are all emotional reasons that drive the sale.”
However, none of this would happen if the salesperson has not “fully understood the prospect’s needs and offered worthwhile solutions. Many times, the customer does not even know what they need. Uncovering it and providing solutions opens all the doors.”
AFFLINK (www.AFFLINK.com/) is the global leader in supply chain optimization, providing clients with innovative process and procurement solutions to drive efficiencies in today’s leading businesses. The ELEVATE process is the only knowledge portal available offering clients customized product process and supply chain savings that help organizations uncover never-before-seen opportunities that enhance their overall image, promote a healthier workplace, decrease total costs, increase productivity, and satisfy Green and sustainability objectives.
Michael Wilson, vice president of marketing and packaging
1400 AFFLINK Place
Tuscaloosa, AL 35406
Media Contact: Robert Kravitz