What is the buyer really buying?

The buyer needs to know the core benefit of the product before he actually buys the product. There are a lot of people who will check out the products that they want but they would not make an effort to push through in purchasing the product unless they realize that they actually need those products.

If a company would be able to make the consumers understand that they need the products, that is the only time when people would truly want to spend their money on the items that they feel they need. Once you are able to establish this, the items will be able to sell better.