Needs v Wants – People get what they want!

Written by Sean McPheat | Linkedin thumb

Wants and Needs arrows top view. Dilemmas concept.I need to lose some weight but I don’t want to!

My doctor tells me that I need to shed a few pounds because of my hectic lifestyle but I don’t really want to.

So what will I do?

I’ll probably not do it because the pain of actually shedding the weight is far greater than the “pain” I would suffer by cutting out all of the client lunches, the party food and overall, the “naughty food”!

And here’s a lesson for you.

Your clients will only buy what they want. They might not even need it! But they will only purchase something if it’s a must have, want.

Don’t believe me?

Look in your company car park and you will notice 4 x 4’s, posh cars, bangers – all types!

When I had a Porsche, I didn’t really need it. I just wanted to look good and feel important – and it worked! I wanted it badly so I purchased it.

Your prospects and clients will only say YES when they want it.

So make sure you do everything in your power to make the purchase a must have. What do they want to feel and experience from making the purchasing?

Is it importance? Security? What is?

You need to ask questions to reveal these inner motivations and then you need to present your wares in light of this.

Happy Selling!


Sean McPheat
The UK’s #1 Authority On Modern Day Selling

MTD Sales Training | Sales Blog

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Originally published: 4 November, 2009