Archive for the ‘Psychology of Selling’ Category

Why People Buy | The Psychology of Closing the Sale

By Ben Hart

You can’t sell without knowing why people buy. I’ve compiled a list here of what I believe are the 18 top reasons driving people to buy.

1) Fear

I would argue this is the #1 motive driving people to buy.

People buy because they fear getting old, fear going broke, fear being left behind. They fear being left out. They fear death. They fear getting sick, fear going to hell, fear being alone. They fear Republicans gaining power, or they fear Democrats gaining power.

They fear the Nazis or Communists gaining power. They fear life is meaningless. They fear failure. They fear their kids won’t amount to anything. They fear being insignificant, not leaving a mark. Fear comes in all shapes, sizes, and forms. Fear is a powerful motivator causing people to buy.

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