Luxury Selling by Francis Srun

Author:Francis Srun
Language: eng
Format: epub
Publisher: Springer International Publishing, Cham

4.5 Product Desires

As seen previously, the brand is powerful and definitely influences the customer’s decision in their purchase—very often unconsciously. But a customer does not think by way of decision making factors. A customer has first in mind the product or service he/she wants to acquire. The product or service is only one of the five decisional motivations, as seen previously. This is only the what, and not the why.

It is, however, the most evident one and understanding what a product really means is essential in order to present, seduce and influence a customer.

Most of the current writings about selling focus on need. We invite you to go beyond the need and the product so as to be able to influence more efficiently.

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