Why Buyers Buy
AUGUST 29, 2017
So, you can’t wait for that condition to occur to begin selling to the prospect. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. It takes an individual who has reached the highest level—self-actualization—to take the risk to invest in a product or solution that only promises an opportunity to improve your current situation. The product was already great. Improve a product or service.