Buying motivators

Hi all. When selling it is SO important to understand the motivation that drives your customer. However, this is SUCH a simple thing to deduce......it can ONLY be one of two......WANT or NEED. Basic, simple, easy research will tell you, do they want...or do they NEED it. Want motivation is the harder of the 2. They prospect will look at a load of factors...price, conformity, bonus features (added benefits), etc, etc.The purchase , therefore, will take longer. So, do your homework, research and be personable! Need is fairly straight forward... Value, Price and Conformity! Thats it (generally). I have sold literally MILLIONS of pounds of equipment to customers who, through changes in legislation, have had to upgrade PPE or COSHH. Generally speaking, all they want is compliance, good price, after sales advice and cost effective recommendations! Quite honestly, you are regarded as a pest!!! But they will spend LOADS!!! Because they NEED it! Want is almost extragance......NEED is whatever.....get it done! great opportunity to sell and build a LIFETIME customer! Simple thing for success....DO YOU RESEARCH!!!!!