A buyer only moves when the pain of their current situation (the Status Quo) outweighs the cost and effort of changing.
Eco-friendly product buyers are buying the identity of being "responsible." The Mind of the Buyer: A Psychology of Selling
Your job is to help the buyer see how uncomfortable their current state actually is, and then paint a vivid picture of the "New Way." The sale happens in the space between where they are and where they want to be. 4. Reciprocity and the "Liking" Principle People buy from people they like and trust. A buyer only moves when the pain of
Humans are biologically wired to make decisions emotionally and then justify them with logic. Reciprocity and the "Liking" Principle People buy from
We don't just buy things; we buy versions of ourselves. A buyer thinks: "What does owning this say about who I am?"
Position your product as a tool that helps the buyer bridge the gap between their current self and their ideal self.