The World Of Selling, An Essential Part Of Influence...

In the world of selling, trust is an essential part to influence customers. And it’s even powerful in daily communications, because most prefer a trustworthy person. I still remember that question which Prof. Tate asked during the class: Which type of person you are, the one who trusts everyone from the first moment, and stop believing once being betrayed; or who doesn’t believe in everyone unless trust was earned. That remains a good question for myself, since I thought I would consider myself as part of the second group of people. However, I was not born like that; it’s just so easy to get hurt being type 1. I got hurt once and changed my attitude towards the question about trust. I would like to change back to the type I was before.†¦show more content†¦3. Needs: Identifying customers’ needs is the core task while making a sales call. Both of the textbook and SPIN have talked about the needs. In my opinion, although the functional need makes up the largest portion among the needs mix, I would pick the psychological need as the most powerful consumer need. Of course, when we face different situations, different ranking of importance of needs will be placed. But in general, when purchasing for functional need, customers usually generate lower purchase involvements and satisfactions compare to the psychological need. Also in the Maslow’s Hierarchy of Needs, functional need could be categorized to physiological need, which is locate in the bottom of the pyramid. The magic behind psychological need is the advanced need-approaching progress. Even when dealing with needs gap, functional need is more related to the actual state, while psychological need reflects the desired states. It would be much easier to market by higher the desire sates instead of changing consumers’ actual states. All in all, psychological need is the most powerful motive for consumers to get involved in the consumptions behaviors in my mind. 4. Value: When dealing with customers, creating value would most likely start with discovering their needs or implied needs. I would first become knowledgeable about my product; then I would try to use SPINShow MoreRelatedEssay Marketing Research on the New Volkswagen Golf1559 Words   |  7 Pages Marketing research aims to take some of the risk out of marketing decisions by providing information that can form part or the entire basis of decision-making. It is applicable to all aspects of marketing-mix decisions and should be an integral part of the process of formulating marketing strategy. 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