Need or Want or both?

Do customers buy based primarily on what they want (emotion), what they need (logic) or both?

Snowman

I'm going with "want".

Quote:

Originally Posted by SpeedRacer

I'm going with "want".

me to..........

Come on, don't just read, get involved!!!!

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.

In my opinion, "wants" satisfy "needs" so ultimately the answer is "both".

For most chosing to buy, and from what company, involves taking an emotional desire of want to an often equally emotional decision of need.

If a salesman cannot help the customer take that step from a want to a need, there is no sale. Logic can help be a valadation to make that step. However, logic by itself, doesn't totally define a need.

Pam

Snowman,
I believe the answer is BOTH...and the reason for this is that, although we as a society are driven PRIMARILY on novelty and luxury, that we cannot IGNORE the basic functions that we NEED in order to move onto what we WANT. Though I believe if most people had a choice, we would eliminate the NEED and only have the WANT.

Thank you again for your insightful perspective,
Sincerely,
David

Thanks David, how you doing buddy, i've been off the air for a few weeks

I am going with want. Customers buy with emotion(want) and then justify it with logic(need).

After all what do we really need? food, water and shelter. Shelter can be a small house, a hut or a cave. But how many of us buy things beyond those three things?

Need or Want or both?

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