8 reasons why people buy

of 25 /25
+ Introduction To The Top 8 Reasons Why People Buy

Upload: lifeoasis

Post on 01-Nov-2014

172 views

Category:

Marketing


2 download

DESCRIPTION

Learn why people buy and how that can help you with your business.

TRANSCRIPT

Page 1: 8 Reasons Why People Buy

+

Introduction To The Top 8 Reasons Why People Buy

Page 2: 8 Reasons Why People Buy

+SALES

DEFINITION: The ability to inspire & encourage people to buy a product or service. Really everything you do is about sales. You’re selling your values, ideas, political candidate, restaurant for dinner

Selling is about selling who you are, and what your experiences are. It’s about being authentic.

WHEN I THINK OF SALES I AM EXCITED BECAUSE….

WHEN I THINK OF SALES I AM UNSURE & AFRAID BECAUSE….

Page 3: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

1.Credential/Testimonials/Experience 2.Authenticity3.Knowledge4.Skills5.Price6.Enthusiasm7.Energy8.Confidence

Page 4: 8 Reasons Why People Buy

+

AWARENESS OF FEAR

GREMLIN – Highly personalized message you say about yourselfI’m inexperienced. I don’t know enough. I’m not versed enough to do this. Who do I think I am?

ASSUMPTION – History is going to repeat itself. I’m unsure of sales because I used to be in sales & I didn’t do very well.

INTERPRETATION - My story which I have made up about the entire situation.

LIMITING BELIEFS -External beliefs which we take on which limits us. I’m unsure because I’m not certified yet.In this economy no one is going to be able to afford this

Page 5: 8 Reasons Why People Buy

+ COMMUNICATION CAN BE BROKEN DOWN INTO THE FOLLOWING COMPONENTS

WORDS - 7%

TONALITY - 38%

PHYSIOLOGY - 55%

Page 6: 8 Reasons Why People Buy

+VALUE

If money was no object people tend to buy the higher priced item because people perceive that the higher priced item has more value. The more a client pays for a coach the more invested the clients are and willing to do the work.

Value is measured in different ways. Sometimes giving value is just giving space for someone else to talk or thinking about something in a different way.

Page 7: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

PRICE

SKILLS

CREDENTIAL/TESTIMONIALS/EXPERIENCE

CONFIDENCE

KNOWLEGE

AUTHENTICITY

ENTHUSIASM ENERGY

Page 8: 8 Reasons Why People Buy

+

NUMBER 8

PRICE

This is because what’s important is the ROI.

Price doesn’t mean anything until you add a value to it.

Page 9: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

SKILLS

CREDENTIAL/TESTIMONIALS/EXPERIENCE

CONFIDENCE

KNOWLEGE

AUTHENTICITY

ENTHUSIASM ENERGY

Page 10: 8 Reasons Why People Buy

+

NUMBER 7

SKILLS

This refers to the ability and skillset that you possess.

Page 11: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

CREDENTIAL/TESTIMONIALS/EXPERIENCE

CONFIDENCE

KNOWLEGE

AUTHENTICITY

ENTHUSIASM ENERGY

Page 12: 8 Reasons Why People Buy

+

NUMBER 6

CREDENTIAL/TESTIMONIALS/

EXPERIENCE

“Social Proof”

If you don’t have the top 5 factors, your

credential/testimonials/experience won’t mean anything.

Page 13: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

CONFIDENCE

KNOWLEGE

AUTHENTICITY

ENTHUSIASM ENERGY

Page 14: 8 Reasons Why People Buy

+

NUMBER 5

KNOWLEDGE

This is the familiarity with someone or something, or

skills acquired through experience or education.

It’s about being seen as an expert.

It’s about helping the clients find the answers.

Page 15: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

CONFIDENCEAUTHENTICITY

ENTHUSIASM ENERGY

Page 16: 8 Reasons Why People Buy

+

NUMBER 4

AUTHENTICITY

Being true & being yourself. You may be walking the talk but it might not be the walk and talk that the other person wants.

This is important only if you have the other 3 top qualities.

Page 17: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

CONFIDENCE

ENERGYENTHUSIASM

Page 18: 8 Reasons Why People Buy

+

NUMBER 3

ENTHUSIASM

Simply means intense enjoyment, interest, or

approval.

Enthusiasm for the process.

Now you are starting to build/create something

new.

Page 19: 8 Reasons Why People Buy

+8 TOP REASONS WHY PEOPLE BUY

CONFIDENCE

ENERGY

Page 20: 8 Reasons Why People Buy

+

NUMBER 2

ENERGY

Level of consciousness or the vibration you put out to the world is extremely powerful.

Page 21: 8 Reasons Why People Buy

+

NUMBER 1

CONFIDENCE

A feeling or consciousness of one’s powers or of

reliance on one’s circumstances.

#2-8 will lead you to confidence.

Can be a self-fulfilling prophecy as those without it may fail or not try because

they lack it and those with it may succeed because they have it rather than because

of an innate ability

Page 22: 8 Reasons Why People Buy

+ 1)Confidence2)Energy3)Enthusiasm4)Authenticity

5)Knowledge6)Credential/

Testimonials/Experience

7)Skills8)Price

The 1st four are who you are (inner/internal) & the last 4 things are what you do (outer/external)

The inner qualities are most important to people. This is the reason why people choose you over someone else and if they want to listen to you or not.

NUMBER 1 – 8

Page 23: 8 Reasons Why People Buy

+10 Quick and Practical Methods to Increase Your Confidence

1. Learn from the past; don’t beat yourself up about it. It’s gone; it’s never coming back. Instead learn from it for next time.

2. Play to your strengths. Know what you are good at and expose yourself to these opportunities at every opportunity – because you’re good at it, you’ll enjoy it and have more confidence.

3. Be positive. Look on the “can do” side of things rather than the “can’t do”. You’ve accomplished lots in your life and you will accomplish lots more in the future.

4. Be in charge of your thoughts at all times. What is a thought? It’s just a question that you’ve asked yourself and the thought is you’re answer. If you’re thinking negative thoughts, you’re probably asking a negative question. Change the questions to be more positive.

Page 24: 8 Reasons Why People Buy

5. Do you let the words of others affect you? Do you mind what they think of you? Remember that no one can make you feel inferior without your consent. It’s not what they say to you that’s the problem it’s what you say to yourself after they have stopped talking that’s the problem. Change the way you think.

6. Every morning when you’re in the shower, play over in your head the events in the day as though they have already happened and they were a success. Visualize all of the meetings that you had, the people you talked to, the outcomes you had. Visualize success and confidence and it will be so.

7. Improve your body language. The way that you move your body has a massive impact on your confidence levels. Move your body assertively and walk with your head up, shoulders back and as though you’ve got somewhere very important to go. Feeling low in confidence? Change you body language

8. Emotion is created by motion. Make sure you move around consistently. This creates energy and gets the blood pumping around you body – it makes you feel better and more confident.

9. Learn to brag about yourself. Yes, you heard me! Talk about your achievements and successes more than you currently are.

10.And finally – You only live once, so any time that you are down just ask yourself in 10 or 20 years time – will what I am worrying about really matter?

Page 25: 8 Reasons Why People Buy

+CONFIDENCE DIARY

 To remind yourself just how good you really are and what you have to be thankful for and pleased about in your life right now. Take just 10 minutes, once a week for the next month and jot down your thoughts to the following confidence questions.

• What have I got to be grateful for in my life right now?

• What am I happy about in my life right now?

• Why am I happy about these things?

• What did I accomplish last week?

• What am I excited about in my life right now?

• Who do I love and appreciate in my life? Who do I like hanging around? Why?