Why People Buy
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  Running Time: 5:53 Date: 01/03/2013 To sell successfully, understand why the individual customer wants to buy - tailor your approach and your language to their motivation. What motivates people to buy - whether it's business- to-consumer or business-to-business? Sales and marketing guru Tony Gattari of Achievers Group says any one or more of a whole range of factors may be in play. What's important is that your sales team takes the trouble - not just to expound on the features of your product or its supposed benefits to the buyer - but to find out what actually underpins their particular willingness to buy. Work on those things - and Tony identifies them in this interview - and you're much more likely to succeed. Topics: Business Growth, Customer Service, Marketing & Sales |
 Tony Gattari, Achievers Group |