In this case, emotionality has more power than rationality

[mstakh.i.mo.mi]

It is necessary to know what he is guided by at the time of purchase, how often and in what mood he goes to the store and whether he is inclined to make impulsive purchases. This is what the classification of buyers by different types will tell you. 3 Basic Postulates of the Psychology of Buying Descriptions of the three main postulates in sales psychology were defined by Dan Rick. From these definitions alone, one can understand what main types of buyers can be distinguished: The first postulate states that at the moment of purchase, a person is controlled by emotions.


But the latter still takes place. The potential buyer will carefully study all the business owner database properties and characteristics of the offered product, but emotions will prevail, and the deal with the seller will be completed. Let's give an example for clarity. Let's say you have a colleague who is categorically rational. He always takes his lunch to work, eats at exactly the same time. Punctual, never late.


Believing that everyone should provide for themselves, he will never give alms. Doesn't watch TV and doesn't believe in the magical properties of dietary supplements. Read also Types of product promotion in marketing Read more But it is this colleague who will buy up all the antivirals in the nearest drugstore when he learns that another wave of the flu epidemic has begun. What does emotionality have to do with it, you ask? It's simple: fear is one of the strongest and most powerful emotions, which is an effective trigger.