Why People Buy?

“People don’t like to be sold but they love to buy!” It is our job as sales people and an organization to create an atmosphere where people want to buy. If they like you, believe in you and trust you and they have confidence in what you are saying, then they might buy from you. Notice the word might is underlined, there is no guarantee in this area.

The following is a partial list of some of the reasons that people buy. This is a list that was compiled by a well known sales consultant and popular speaker after taking the time to actually ask his customers why they buy? This list is in order of importance to the customer, not the sales representative.

  1. They like their sales rep.
  2. I understand what I am buying
  3. I perceive a difference in the person and company that I am buying from
  4. I perceive a value in the product that I am purchasing
  5. I believe my sales rep
  6. I have confidence and trust my sales rep
  7. I feel there is a fit of my needs and their product or service
  8. The price seems fair, but it is not necessarily the lowest

You will notice that this list is completely focused on what the customer wants not what the sales person is selling. In no part of this list is high pressure or any type of coercion mentioned at all. What I think is the important point to take away is not only why customers buy, but why our customers buy from us.

At PM we are always striving to make sure we know why our customers buy from us. We take the time to get to know them and find out what their needs are and to tailor our products and services to that end. Windows and door are often viewed as commodities, something that can be purchased just about anywhere these days. We do not see it that way. We feel that the window or door represents about half of what you are buying the other half is the installation and the company you are buying from.

When items are viewed or sold based on price alone then there is no value to anyone in the transaction. It becomes all about the price. Take a close look at who you are considering for these products. Is it all they sell or are they pushing all types of products. Do they have a lifetime warranty. Are they local, if you have to call for service is it from the company you purchased the items from?

Will the product and service meet your expectations throughout the life of the product? If it doesn’t how much value will you feel you got at that point? When you walk into our showroom you will not see rows of windows and doors with sticker prices on them. We do not do business that way. Each client is unique as is their home improvement needs. We build each item to fit their requirements, not the other way around.

There are a lot of factors to consider when hiring a contractor to do any work around your house. For most people we believe that trust is key. Trust in the company, products people and service. At PM windows and doors “Our Products and people Make the difference”. We have been doing this for over 30 years, it is all we do and we are really good at it. Our clients trust us to provide the best products and service we can at the price. Ask anyone who has ever dealt with us they will know the PM difference.