Emotion first, logic second

The decision is made on feeling and defended with facts. Give them both, in that order.

What people are really buying

Under every purchase is one of these five.

Certainty — this will work and I will not look stupid
Trust — this person will do what they said
Confidence — someone competent is handling it
Results — something measurable changes
Convenience — it takes work off my plate

Then hand them the justification

Once someone feels the decision, they need a sentence they can repeat to their partner or business partner. Give it to them: 'Two extra jobs a month covers it.'

Say it like this

Weak

It's £1,200 a month for the full package including hosting, reporting and support.

Meri standard

It's £1,200 a month. Your average job is around £4,000, so it pays for itself on the first one — everything after that is profit.

Practice drill

Write the one-sentence justification an owner would repeat to their business partner about your offer.

Run this drill with Meri Coach

Knowledge check

Question 1 of 1 · Sales Psychology0/0 correct

In what order do buying decisions happen?

Back to track

Lesson 7 of 23 in the Meri Academy curriculum.