A Sales Expert Explains What Motivates People to Buy

People are often irrational. We frequently buy things driven by emotions and justify purchases later.

Besides, we often want things that we don't have, but for what? Do we really need them, or is there anything else that motivates us to make a purchase?

Jim Edwards is a famous sales and marketing expert and the author of the "Copywriting Secrets" shared his thoughts on what motivates people to buy new things. Surprisingly, it's not always about our needs. More often, it is about our psychology and wants.

1. People Buy Things to Enhance Their Social Status

Status seeking may play an essential, yet invisible, role in determining buying behavior.

A study conducted by the University of San Diego made a surprising discovery:

When people feel they have low status, they are ready to pay more money than needed.

If you are genuinely concerned with your status, your judgment may become clouded. You might focus more on feeling better now than on how your behavior will affect you in the future.

If you spend all your money on Bentley today, it will definitely affect how others perceive you and your status. However, will this purchase make you happy in a month or a year?

Shari Levitin, the author of "Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know", once noted:

"People today are consumed with a desire for 'likes,' friends, connections, and fame.

Yes, there's actually a little Kardashian in most of us.

The average Millennial shifts among devices and apps 25 times every non-working hour in pursuit of the neurochemical high of approval."

People purchase for an esteem-related reason or personal enrichment despite how much an item might cost. It used to be like this, it is like this nowadays, and it will most likely not change in the future.

2. People Buy to Escape Mental or Physical Pain

A desire to buy something new does not come on its own. It is a consequence of multiple triggers influencing your life.

According to Abraham Maslow's hierarchy of needs, people want to satisfy basic needs, like food, home, and safety, before moving on.

Satisfaction of needs drives people to search for "how to make more and do less." It is one of the most vital reasons why people buy. However, there is another one - mental pain.

Failure is an essential part of success. Wrong decisions can eventually teach you how to make the right decisions. However, multiple failures can heavily demotivate you and cause depression.

People want to solve their problems and escape from pain. Like with the tooth or stomach ache, people do not feel comfortable with the emotional pain either.

3. People Want to Attain Better Health

Health is God's gift, and it is not possible to get it back once it's lost.

The global wellness and healthcare market is growing by at least 7.3% each year due to rising healthcare expenses and society's desire to stay healthy as long as possible.

These days, people are exposed to a wide range of all possible ads, webinars, online marathons, books, and blogs dedicated to healthy living. Advertised products and services promise a mental and physical uplift to consumers.

Motivated by a desire to enhance wellbeing and health, people gladly pay big bucks for various products and services.

Let's hold on for a second and think:

• Will you continue drinking cow milk if you find out that plant-based milk is lactose-free and it reduces agriculture's environmental costs?
• Will you continue drinking a regular tea if tabloids promote a magical drink that fights cancer, cures a hangover, and makes your skin look younger?

Will you do it?

I switched to drinking Japanese green matcha tea with cocoa milk because someone told me it is healthy. My attention was caught by an offer that addressed one of my concerns. Then, I've seen an ad, and I bought it. Simple, right?

People are ready to give up anything to become healthy again and live a long and joyful life.

4. People Want to Make and Save Money Without Effort

Imagine you want to become a content writer and make a living writing in a year. That's a bold but achievable goal.

Imagine you already know someone who managed to do it. You think you can do a better job. You believe you can make even more out of your writing, and you want to see the first results as soon as possible.

Abruptly you face an ad selling you a bright future without uncertainty, without fears, and waste of time. It sells you hope that you will become the best writer ever running a 6-figure online business if you buy the course.

Driven by emotions and desire to earn more with less effort, you trust the ad and make a purchase.

"Hopes, fears, dreams, and desires motivate people to buy." - Jim Edwards.

People frequently buy what they want, not what they need! The higher the monthly earnings, the more people will spend.

"How to make more and do less " is one of the most potent triggers that make people look for opportunities, try new things, make rational decisions, and irrational purchases.

5. People Want to Have Convenience Now, Not Later

Can you recall a situation when you needed something and took the easiest path to get it?

Perhaps, you were thirsty while running, and you purchased the first bottle of water on your road. Possibly, you booked a more expensive hotel room, closer to the airport, to sleep longer and arrive there faster.

If you've ever done something like that, it was for the sake of comfort and convenience.

People want to live a joyful life without too much thinking. They know they can buy convenience, and they are eager to pay for it.

Desired purchases help people feel better about themselves. They might not recall what they did or read yesterday. However, they will most likely remember their feelings and mood.

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