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Step 6: Identify Buying Motives
Be a problem solver for your customers—justify their emotional decision to buy through the logic of fulfilling their buying motive(s).
Different people in different situations have one or more of the following buying motives: Profit or Gain; Fear of Loss; Comfort and Pleasure; Avoidance of Pain; Loving and Affection; and Pride and Prestige.
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- Ed Rigsbee
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