MASTER SALES TRAINER(Module 2: Psychology of buying)

NLP for SALES EXCELLENCE

Module 2: Psychology of buying

យល់ពីចិត្តសាស្រ្តនៃការទិញ

§Why do people buy?

§Understand the buying brain 

Why do People buy STUFF?​(ហេតុផលអ្វីបានជាមនុស្សយើងទិញ?)

People love to buy, but people don’t like to be sold

Why do People buy STUFF?

PEOPLE DON’T BUY YOUR PRODUCT OR SERVICE

-Product

-Service

Why do People buy STUFF?

§Buy Solution to Solves a problem

§Buy Benefits

ទិញប្រយោជន័ និង ទិញដំណេះស្រាយ

In Prospect’s head: WIIFM

What’s in it for me?

Sell the solution, Not Just your product.

-THE BUYING BRAIN

LOGIC

EMOTION

Psychology of buying- Buyer make decision on two things:

 1.Logical reason(Need) Logical part is purchase based on some thing that we NEED/NEEDS or Necessity(Food, water, house, cloths, shoes, sex)

2.Emotional reason(Want)

An Emotional part is purchase based on what we WANT (Love of family, Prestige,

Entertainment/excitement)

Example: Need water, but want coke, 

                  Need rice but want hamburger

-Buyer’s Brain

                 LEFT BRAIN

§Analytical

§Logical (Need)

§Reason

§Skeptical

             RIGHT BRAIN

§Creative

§Visual

§Feels good

§Emotional

80% of Purchase based on EmotionSource: Instant Sales

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