WE DON’T BUY THINGS. WE BUY FEELINGS (& TICK CAN HELP).

Selling isn’t more complex than this: it’s about understanding people. We tend to overcomplicate things, particularly when it comes to sales. And right now, connecting with prospects, getting to know their needs and making sales more important than ever.

We can’t skip to the last step, the sale, without first understanding what make people tick. Some people are naturally good at this, intuitively reading people. But for all the important nuances when it comes to our personalities, take the Tick assessment test. It’s a personality profiling tool that helps you understand people better.

Human nature and selling 

As humans, we think about ourselves 98% of the time. We’re constantly tuned into radio station what’s in it for me (WIIFM). In the context of sales, we usually buy for one of two reasons:

1. To solve a problem; or
2. To feel good or avoid bad feelings

The good feelings they get are called ‘buying motives’, ‘WIIFM’s’ or ‘hot buttons’. The best salespeople position their products or services to cater for customer wants and needs.

We don’t buy a TV, we buy pleasure. We don’t buy insurance, we buy safety. We don’t buy mobile phones, we buy convenience. We don’t buy fashion, we buy a sense of belonging. We don’t buy electric drills, we buy fast holes.

See what we mean?

We are feeling creatures, not logical creatures. Logic only makes us think but feeling makes us act. Keep this in mind as you recalibrate your sales outreach and client relationships.

The ‘hot buttons’

As you come together as a team again and begin mapping out the next few months, use these selling ‘hot buttons.’

1. The Pleasure Button
2. The Avoiding Pain Button
3. The Making Life Easier Button
4. The Looking Good Button
5. The Fitting In With The Crowd Button
6. The Saving Or Making Money Button
7. The Saving Time Button

It makes you think about selling in a completely new light, doesn’t it?

One missing piece to most sales processes is understanding prospects through the lens of their personalities. Tick’s personality profiling assessment is a two-pronged tool that is beneficial in both your team and with customers.

Use it to decipher who best suits customer-facing roles, as well as in the client discovery stage. We can’t bypass the importance of personalities, especially now, when people are tightening their pockets.

Tick’s assessment tool will support your sales. Use the red form below and we'll send you free samples of the questionnaires.