Traditional marketing and sales has it that people don’t buy features – they buy outcomes, instead.
It’s not that they need an all-natural Amazonion latex mattress – what they really want, is to have the best night’s sleep they can get.
But to think (and sell) on that level is limited.
Sure yes: features tell, and benefits sell.
But there’s a lot more going on in a buyer’s mind, and it goes up all the way to the level of identity.
Here’s how it works:
People buy the features of a product or service, because it makes sense.
Mind says ‘yes, this sounds good. I like it’.
Then, the actual decision to buy is an emotional switch: it’s when trust and desire overlap so much, that the rational ‘yes’ is supported by an emotional ‘yes’.
That’s when you’ve successfully sold someone on the benefits.
But what someone is really buying – and it’s something hardly anyone talks about – is this:
People buy a new version of themselves.
When someone decides to buy (and this gets truer the bigger the price tag), what they’re ultimately acquiring, is a way to signal to themselves and to others, that they’re the kind of person who makes this type of decision and purchase.
Someone spending $2000 on a mattress says to themselves, and to anyone they talk to about that purchase: “I’m worth that kind of quality. My sleep quality is worth it”.
Someone buying an electric vehicle says to themselves and to others “I’m a modern, switched-on buyer, who cares about the environment and wants to show it”.
When someone buys a $6000 website, their inner story is “I care madly about my business, to the point of investing big bucks in its growth”.
Someone who hires a sales coach (hi!) tells themselves: “My stuff is so good, and needed, I owe it to myself and to my customers to become highly skilled at enrolling buyers”.
So whatever it is you do, and sell, and whenever you’re dealing with a potential buyer, ask yourself:
“What version of themselves do they want to buy?”
Next, use the features and benefits in order to paint a picture of that new version.
Finally: instead of selling them that product or service you deliver, sell them the thing they really want: the next version of themselves.
This, the deepest psychological motivators and reasons for people to buy, is what you learn in my LEAP Ethical Sales Training programme.
Also published on Medium.