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Published Nov 7, 2018

The #1 Reason Why People Don't Buy What You're Selling

Dean Graziosi delves into the psychology of buying behavior, distinguishing between emotional and logical buyers, and offers tailored sales strategies to effectively engage both by leveraging urgency to close deals.
Episode Highlights
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Episode Highlights

  • Emotional Buyers

    Understanding the traits of emotional buyers is crucial for anyone looking to succeed in sales. explains that emotional buyers make quick decisions based on feelings rather than analysis. They are impulsive and often purchase immediately after being presented with a product or service. 1 Emotional buyers are driven by their gut instincts, and if they see something they like, they act fast. 2

    I see it. I like it. I know I want it. I'm going for it.

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    This impulsive nature can be advantageous for sellers who know how to tap into these emotions effectively.

       

    Logical Buyers

    Logical buyers, on the other hand, require more information and time before making a purchase. describes them as methodical and thoughtful, often needing to check various factors like schedules and finances before committing. 2 They tend to buy just before a deadline, after thoroughly analyzing all available information. 3

    Paralysis caused by over analysis. They will think they will process, and then when they miss it, they will beat themselves up.

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    For sellers, understanding these characteristics is key to creating urgency and appealing to both emotional and logical buyers.

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