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After distinguishing the nature of the sources that control the prospect's acts to buy, you must uncover the situations that prompt them. The first source that motivates a man to buy is interest. Man has many interests, but sift them all down and you find that he has three main interests in life. On these three interests are based most of his reasons for buying: First: The first interest in a prospect's life is his family. He buys things to aid them and to give them comfort and good living. Second: The second interest in a prospect's life is his vo- cation or business. He buys things to resell, things to use in his own operations, or things that help him to be more ef- ficient in his activities. Third: The third interest of a prospect is to add comfort and pleasure to himself and to satisfy his own personal wants. |
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