100 ways to improve your sales success

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purchases you have made in your life. What were the really important issues that influenced your decision to buy? These are your buying criteria

75. People have logical and emotional buying needs. Logical needs include issues surrounding finance, image and performance

76. Finance needs include value for money, return on investment and profitability

77. Image needs relate to how things look, the value of branding and the benefits from buying a recognised brand

78. Performance issues relate to productivity, efficiency and measurable standards of performance

79. Emotional needs relate to how people buy on a personal level. This means that some people buy quickly, some slowly, some like to consult with others, some like to compare alternatives and some like to make buying

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