Buying Motives

Quote:

Originally Posted by job ready strategist

Great day Calvin,

Would you rate a person's "need" as a greater motivator than their want?

Good question Michael.

I would rate "need" as a stronger motivator than "want".

Quote:

Originally Posted by Calvin

This seems right when deciding to buy or not buy from a certain salesperson however I would rate "want" as the most important "buying" decision factor.

Calvin, you are right about that.

However, "want" is the most important qualifying factor in prospecting. If a prospect is is ready and able to buy, but does not want to buy now, we (temporarily) disqualify him/her.

If a prospect does want to buy, then the decision making criteria is about what to buy and who to buy it from. That is where Trust and Respect becomes most important.

Quote:

Originally Posted by JacquesWerth

..."want" is the most important qualifying factor in prospecting. If a prospect is is ready and able to buy, but does not want to buy now, we (temporarily) disqualify him/her.

If a prospect does want to buy, then the decision making criteria is about what to buy and who to buy it from. That is where Trust and Respect becomes most important.

Precisely.

P.S. I've learned a lot reading your posts Jacques. Thanks.

A person who wants is willing and can afford to wait.

A person who needs buys/acts now because he/she knows if they wait any longer it will not be cost effective.

Quote:

Originally Posted by Calvin

I would rate "need" as a stronger motivator than "want".

That seems logical. If you look up the dictionary definitions of the words Need, Want and Desire they all seem to have the same meaning. So, we did a study to see whether that is the way most people peceived them.

We discovered that over 75 percent perceive their Wants to have the highest priority.

Quote:

Originally Posted by JacquesWerth

We discovered that over 75 percent perceive their Wants to have the highest priority.

Those are interesting results. When in Rome...

Great day JacquesWerth and Calvin,

I do welcome a robust discussion. Thanks.

You brilliant members know as well as I do statistics favor those who implement and provide the outcome. Statistics are a guide-line, nothing more, nothing less. My opinion.

Let me put the words want vs. need in the context of my work.

I am a Job Ready Strategist and I feature my ‘The Seven Steps to Employment Success System.”. I coach a diverse population of the unemployed, recent graduates and those contemplating a career change with their job ready prep challenges.

This discussion is a perfect segue to my Four Truths of Employment. I will speak of two today, Need and Want. What I have found in general, those with a higher degree of formal or informal education, possess more skills and qualifications; WANT a career and higher salary and would not settle for a job cleaning toilets with a tooth brush.

Those who do not have a high level of education, formal or otherwise and do not possess the right skills and qualifications, may be a single parent with mouths to feed, homeless or otherwise, NEED a job (any job) and would accept (for the most part) what ever salary and schedule provided.

So my member friends, given the right circumstances and conditions, there is a difference between Want and Need. My opinion.

Any other thoughts, I would love to hear from you, you and you. Michael c.

This is what I posted in another thread ( Need or Want or both? ):

I might "need" a new car but I "want" a certain model and that's the model I'm going to buy. Besides that I'm certain that people buy a lot more than they 'need' because they 'want' it.

Quote:

Originally Posted by job ready strategist

wrote in small part: "You brilliant members know as well as I do statistics favor those who implement and provide the outcome. Statistics are a guide-line, nothing more, nothing less. My opinion. Michael c.

Michael's examples of how statistics about perceptions may be skewed depeniding on economic differences are excellent. We did not concider that when we did the needs vs. wants perception study.

Most of the people we surveyed were moderately succesful business people who could be classified as "affluent." Furthermore, we only sureyed about 600 people, which is sufficient for our purposes, but it is not likely to be statistically accurate for the entire population.

Great day Marcus,

(A) One may need a car however one doesn't need a "new car".

(B) That is why we are a nation with high debt.

Thanks, as always for your input.

michaelc.

Buying Motives

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