Economic Needs - Price Quality Convenience of Buying Service
Awareness of Needs
Conscious Need Level
Preconscious Need Level
Unconscious Need Level
5 The FABulous Approach
6 Maslows Needs Hierarchy
Survival - Food Clothing Shelter
Security - Feel Safe Secure
Belonging - Accepted Loved
Esteem Prestige - Respected by Family and Peers
Self-Fulfillment - Know Act on Your Purpose in Life!!!
7 Important Buyer Needs
Self - Preservation
8 Match Needs with Benefits - LOCATE
Combine Listening Observing
Talk to Others
9 Perceptions Attitudes Beliefs
Perceptions - Hearing Seeing Feeling
Selective Exposure Distortion Retention
Attitudes - Shaped by Past Present Experiences
Beliefs - To Think a Thing Makes it So !!!
10 The Buyers Personality
Personality is the Individuals Character Traits Attitudes Habits
Self - Concept
Real Self How you actually are.
Self - Image How you see yourself.
Ideal Self How you would like to be.
Looking - Glass Self How you think others see you.
11 Positive Self - Concept
Clarifying Your True Values
Self - Disclosure Being Accepted as You Are
Recognizing Your Strengths Achievements
Owning Accepting Them
Openly Sharing w/Others
Giving Receiving Feedback
Setting Goals to Stretch
12 Buyers Personality Styles
Lion Fox St. Bernard
Carl Jungs Styles
Watch for Style Clues
Observe Avoid Judging
13 Buyers as Decision-Makers
Classify Buying Situations
Limited Buyer unfamiliar with product
Extensive Home auto insurance big
Buyers Collect Information
They Evaluate Information
Make Buy/No-Buy Decision
14 Questions Before Sales Presentation
Type of Product Desired
Type of Buying Situation
Use of the Product
Who Makes Decision
Practical Factors of Decision
Psychological Factors of Decision
Buyers Important Buying Needs
15 People Will Buy if
They Perceive a Need or Problem
They Have Desire to Fix it
Your Product Works
Your Product is Competitive
They Like You
They Have the Resources Authority to Buy
16 BIG Barriers to Success
Fear of Rejection
Fear of Being Conned
Allowing Our Intentions to be Thwarted by Others!
FEAR FEAR FEAR!
17 Why Salespersons Fail
Low level of Natural Assertiveness
Poor Communication Skills
Do NOT Learn from Experiences
Lack of Specific Goals and Disciplined Success Plan
Lack of REAL Caring about Others (Customers)
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