How to Sell to Consumers With Different Motivation Types (2023)

FAQs

What are the different types of motivation in consumer behavior? ›

Based on different customer types, a buying motivation could be of various types, be it physical, psychological, sociological, emotional, rational, conscious, dormant, acquired, inherent, primary, and selective.

Ask yourself, “What are the emotional drivers?” By diving deeper, you can understand audience priorities and how best to appeal to them. Many experiences are collective; that's part of their appeal. But our interactions and memories are highly personal.

Sellers may be motivated by: Compensation: Bonuses, sales commissions, salary. Incentives: Products, vacations, extra time off. Achievement: Being a top performer, completing a project, reaching goals.

Turner and Paris (1995) term these the Six C's of Motivation: choice, challenge, control, collaboration, constructing meaning, and consequences.

Culture. A person's culture, background and upbringing have a major impact on the food, clothing and personal items that she chooses to buy.

Six common factors that motivate salespeople are:

Opportunity. Teamwork. Independence. Visibility.

What are the six strategies to attract customers? ›

Buying Motives are the reason(s) you buy the goods and services that you choose. There are 3 categories of buying motives: Emotional, Rational, and Patronage.

But it turns out that each one of us is primarily triggered by one of three motivators: achievement, affiliation, or power. This is part of what was called Motivation Theory, developed by David McClelland back in 1961.

The Seven Motivators

These 7 motivators are: Aesthetic, Economic, Individualistic, Political, Altruistic, Regulatory, Theoretical.

The four Ps are the key considerations that must be thoughtfully reviewed and wisely implemented in order to successfully market a product or service. They are product, price, place, and promotion.

Need is probably the most powerful purchase motivation. If a shopper genuinely needs your product, they are likely to buy it. However, consumers won't always be aware of this need – especially if you're selling a new product that consumers aren't yet familiar with.

Research confirms that intrinsic motivation is the one that generally leads to the most positive outcomes. You might have heard of Self Determination Theory (Deci and Ryan) which looks at the interaction between extrinsic forces and intrinsic motives and needs.

The five sources of motivation measured include intrinsic process, instrumental, self-concept-external, self-concept-internal, and goal internalization. A brief description of these five sources of motivation follows.

Motivation techniques are internal or external influences that contribute to productivity, satisfaction at work and meaningful contribution to projects.

What are the 5 A's of customer mindset? ›

Philip Kotler, the five stages (Awareness, Appeal, Ask, Act and Advocacy) allow marketing and sales professionals to create a map of the customer's needs and priorities during the different parts of their purchase process.

The core circular element mentions the title 6W Model and six branches with circular shapes. These branches represent the W components of the 6W approach: Who, What, Where, When, Why, and Why Not. The respective circular shapes have PowerPoint icons relevant to each point.

The two-factor theory is a concept that states the factors that affect an individual's satisfaction and motivation level. These two factors are: Job satisfaction (affective/hygiene) Job dissatisfaction (motivational)

The goals selected by individuals depend on their personal experiences, physical capacity, goal's accessibility in the physical and social environment and above all the individual's cultural norms and values.

Money. The most common way of motivating anyone in any profession is through money. A salesperson is especially conscious of that because his income increases when he closes a sale.

Surround yourself with positive people, trade stories and methods, and find out what works for them, as it may well work for you, too. Don't be afraid to approach mentors and top salespeople and soak in their success stories. Cut yourself off from negativity and surround yourself with motivated colleagues.

What are the 5 selling strategies? ›

The four basic sales strategies salespeople use are script-based selling, needs-satisfaction selling, consultative selling, and strategic-partner selling. Different strategies can be used with in different types of relationships.

The 7Ps of marketing are – product, pricing, place, promotion, physical evidence, people, and processes. The 7 Ps make up the necessary marketing mix that a business must have to advertise a product or service.

One of the best things you can do to cultivate success in your customers is to incorporate proactive support into your customer success strategy. Proactive support is anything that allows your customers to get information about their problems before they need to reach out to your support or customer success team.

There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system.

These trigger points reflect an individual's needs, inner feelings, instincts, drives, desires and emotions. By understanding these motives, marketers and salespeople can better appeal to their target audiences.

McClelland's Acquired Needs Motivation Theory says that humans have three types of emotional needs: achievement, power and affiliation. Individuals can have any mix of these needs. Their motivations and behaviors are shaped by the strength and blend of their specific needs.

What are the top 5 motivators for people? ›

Power | Activity | Recognition | Affiliation | Competence | Ownership | Meaning | Achievement | So what? Author Dean Spitzer identified eight 'desires of motivation' that may drive people in different ways.

Buying Motives are the reason(s) you buy the goods and services that you choose. There are 3 categories of buying motives: Emotional, Rational, and Patronage.

The five main roles in a buying center are the users, influencers, buyers, deciders, and gatekeepers. In a generic situation, one could also consider the roles of the initiator of the buying process (who is not always the user) and the end users of the item being purchased.

What is the consumer decision making process. The consumer decision-making process involves five basic steps. This is the process by which consumers evaluate making a purchasing decision. The 5 steps are problem recognition, information search, alternatives evaluation, purchase decision and post-purchase evaluation.

What are the 4 factors of consumer buying behavior? ›

A consumer's buyer behaviour is influenced by four major factors: Cultural, Social, Personal and Psychological. Cultural factors include a consumer's culture, subculture and social class. These factors are often inherent in our values and decision processes.

But it turns out that each one of us is primarily triggered by one of three motivators: achievement, affiliation, or power. This is part of what was called Motivation Theory, developed by David McClelland back in 1961.

McClelland's human motives model distinguishes three major motives: the need for achievement, affiliation, and power.

[16], which uses five items to assess each of the five components of motivation: intrinsic motivation, self-determination, self-efficacy, career motivation and grade motivation.

There are three major components to motivation: activation, persistence, and intensity. Activation involves the decision to initiate a behavior, such as enrolling in a psychology class.

What Are the Types of Motivation? The two main types of motivation are frequently described as being either extrinsic or intrinsic. Extrinsic motivation arises from outside of the individual and often involves external rewards such as trophies, money, social recognition, or praise.