SEVEN BUYER BEHAVIORS.....SEVEN STAR SUCCESS SELLING

Transcript of SEVEN BUYER BEHAVIORS.....SEVEN STAR SUCCESS SELLING

ON TASK ON POINT ON TIMEICONOGRAPHIC LEARNING

SEVEN BUYERTHINKING BEHAVIORS

ICONOGRAPHICREPRESENTING A CONCEPT BY A PICTURE

THE IMAGE IS THE MEDIUM OF INFORMATION

ICONOGRAPHIC LEARNING

THE IMAGEBECOMESTHE RESOURCE OF MEMORY

MORE THANWORDS

THE IMAGE HAS BECOMETHE MEDIUM OF EXCHANGE & EXECUTION

OUR PRESENT REALITY

NEX-GEN EFFECTIVE LEARNINGMUST CHANGE & ADAPT

THE USE OF WORDS AND IMAGES TO ACHIEVE SUCCESSFUL INTEGRATION

AND EFFECTIVE EXECUTION

ON TASK ON

POINT ON

TIME

SEVENBUYER

THINKINGBEHAVIORS

SEVEN STAR SUCCESS SELLING

ANALYTICAL

CLEAR THINKINGLOGICALRATIONAL

INQUISITIVE

CURIOUS- ALERT- INTERESTED

INSIGHTFUL

PRUDENTHUMBLEREFLECTIVE

http://www.google.com/imgres?q=NEW&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=esXSLLKKWBdDdM:&imgrefurl=http://www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2011/02/02/DDN01HHEQG.DTL&docid=7zZNhm8rLuHieM&imgurl=http://imgs.sfgate.com/c/pictures/2011/02/02/ba-chineseny03_SFCG1296677402.jpg&w=627&h=700&ei=QxhvT6u6I-HV0QGs09HFBg&zoom=1

PRACTICAL

OPENFAIRLEARNING

TECHNICAL

EFFICIENT PROCESSVALUE

PERPLEXED

CONFUSEDDOUBTFUL SUBDUED

CYNICAL

INDEPENDENTTOUGH MINDEDSKEPTICAL

THE FOLLOWING SLIDES ARE SOME EXAMPLES OF THE IMAGES & WORDS OF

ICONOGRAPHIC LEARNING THAT PRODUCED THE

#1NATIONAL SALES TEAM

IN A FORTUNE 100CORPORATION

ON TASK ON

POINT ON

TIME

CERTIFIEDSELLING EXPERT

SEMINAR

SIMPLE METHODSDYNAMIC RESULTS

BEGIN TO BUILDYOUR BUYER’S PROFILE

LOOK

LISTEN

LEARN

LEAD

http://www.google.com/imgres?q=eyes+images&start=97&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=4GO2MTxVdEQfQM:&imgrefurl=http://devilmgraphics.blog.com/2010/10/todays-search-eyes/&docid=JqUtDIHvBPSPsM&imgurl=http://www.indiavisitinformation.com/romantic-poetry/Y/images/eyes.jpg&w=459&h=338&ei=I8VtT_vrCenx0gGSxrG3Bg&zoom=1

http://www.google.com/imgres?q=EAR&start=81&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=-wCHmhSG9LmdpM:&imgrefurl=http://www.zazzle.com/human_ear_doctor_audio_audiologist_ear_candy_sticker-217527643754093173&docid=Rrsphw85My9SKM&imgurl=http://rlv.zcache.com/human_ear_doctor_audio_audiologist_ear_candy_sticker-p217527643754093173z85xz_400.jpg&w=400&h=400&ei=h8VtT4uwK8bg0QHjop3rBg&zoom=1

http://www.google.com/imgres?q=abc&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=JY_t8GU1YvDOuM:&imgrefurl=http://www.freestockphotos.biz/stockphoto/8335&docid=i7DHoRVxwjeaVM&imgurl=http://www.freestockphotos.biz/pictures/8/8335/block.png&w=400&h=351&ei=-sVtT6HiNofl0QH-ndHvBg&zoom=1

YOUR THOUGHTS & ACTIONS = RESULTS

LOOK

LISTEN

LEARN

LEAD

WHAT IS OBSERVED BUT NOT REVEALED

WHAT IS TOLD & THAT IS NOT TOLD

WHAT TO ASK & HOW TO ASK IT

WHAT TO SAY & HOW TO SAY IT

WHAT DOES YOUR BUYER WANT ?

STOP…..& FIRST…

OBSERVE

THINK

RESPOND

THEN

http://www.google.com/imgres?q=x+ray+eyes&hl=en&biw=1024&bih=616&gbv=2&tbm=isch&tbnid=oQMazsA7oA3a-M:&imgrefurl=http://www.lobsteranywhere.com/lobster-tail-blog/how-lobsters-see.html&docid=7uLwwDrfxIHhfM&imgurl=http://www.lobsteranywhere.com/lobster-tail-blog/wp-content/uploads/2010/01/xray-300x178.gif&w=300&h=178&ei=s_5uT5vwIsW30AGR5qm5Bg&zoom=1

http://www.google.com/imgres?q=thinking+head&start=287&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=aAXSAdKmhOntSM:&imgrefurl=http://www.effectivepersonaldevelopmentblog.com/&docid=qgqZp_0SQEWP-M&imgurl=http://www.effectivepersonaldevelopmentblog.com/wp-content/uploads/2010/11/questions-head.jpeg&w=225&h=224&ei=g_9uT9GRE-y10QGqofG0Bg&zoom=1

http://www.google.com/imgres?q=face+to+face&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=5dZ6C-71zxu_MM:&imgrefurl=http://www.fashionnetasia.com/en/IndustryNews/BusinessResources/Detail.html?id=2009&docid=-rwfH0Z_LZiPRM&imgurl=http://www.fashionnetasia.com/files/News/Face-to-Face.jpg&w=300&h=225&ei=dANvT_GfJenj0QHy5Oj_Bg&zoom=1

HOW DO BUYERS THINK ?

THREE INSTANT ASSESSMENTS

OF YOU !PRIMAL

RATIONAL

EMPATHIC

DO I TRUST THIS SELLER ?

DOES THE SELLER KNOW THEIR PRODUCT ?

DO I FEEL CONNECTED TO THEIR MESSAGE

HOW SHOULD SELLERS

RESPOND ?

PRIMAL

RATIONAL

EMPATHIC

SINCERE SMILE

ACCURATE INFORMATION

POSITIVE ATTITUDE

http://www.google.com/imgres?q=SMILE&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=hYD3jASkVq8hBM:&imgrefurl=http://en.wikipedia.org/wiki/File:Smile_icon.png&docid=PDHnExBwPa73_M&imgurl=http://upload.wikimedia.org/wikipedia/commons/7/7f/Smile_icon.png&w=300&h=300&ei=iQVvT7yILcWu0AGs7Z3jAw&zoom=1

http://www.google.com/imgres?q=e+mc2&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=AoJo8fMJu8sjsM:&imgrefurl=http://www.amazon.com/Pinback-Button-Albert-Einstein-Science/dp/B003O94O6K&docid=HEW5vEe-RGSnIM&imgurl=http://ecx.images-amazon.com/images/I/21v8CxeuiNL._SL500_AA300_.jpg&w=300&h=300&ei=MgZvT-jCCIaz0QHt9ZDFBg&zoom=1

http://www.google.com/imgres?q=thumbs+up&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=koF47_yvAU4WjM:&imgrefurl=http://en.wikipedia.org/wiki/File:Thumbs-up-icon.png&docid=7HagMUa9vxy05M&imgurl=http://upload.wikimedia.org/wikipedia/commons/7/7e/Thumbs-up-icon.png&w=314&h=283&ei=ugZvT4bhFYPf0QGqp_y3Bg&zoom=1

YOUR STRATEGY

PRESENTATIONIDENTIFIES BUYERS PROFILE

PRODUCTBUILDS BUYER TRUST

PERSUASIONCREATES SUCCESSFUL BUYERRELATIONSHIP EXPERIENCES

PRESENTATIONIDENTIFIES BUYERS PROFILE

SMILE

GREET

OBSERVE

LISTEN

http://www.google.com/imgres?q=smiley+face&hl=en&biw=1024&bih=616&gbv=2&tbm=isch&tbnid=TSjhM36HTYWeGM:&imgrefurl=http://www.stickergiant.com/tattoo-art_a-smiley-face_ss35&docid=x7_JYamIGYm_3M&imgurl=http://www.stickergiant.com/Merchant2/imgs/450/ss35_450.jpeg&w=450&h=450&ei=FkxwT4y_Oqq70QGv-tW9Bg&zoom=1

http://www.google.com/imgres?q=handshake&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=GhTiOOmbIxIzpM:&imgrefurl=http://www.designofsignage.com/application/symbol/hands/largesymbols/love-hand-shake.html&docid=dCPUN8za_DqR9M&imgurl=http://www.designofsignage.com/application/symbol/hands/image/600x600/hand-shake-love.jpg&w=600&h=600&ei=8kxwT6mENO260QG2hZWyBg&zoom=1

PRODUCTBUILDS BUYER TRUST

INFORM

EDUCATE

http://www.google.com/imgres?q=telephone&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=uOx2IDX6DmP0VM:&imgrefurl=http://www.freeclipartnow.com/signs-symbols/handicap/volume-control-telephone.jpg.html&docid=2zAkyb_MQ-4C2M&imgurl=http://www.freeclipartnow.com/d/41133-1/volume-control-telephone.jpg&w=350&h=350&ei=AU9wT5qPGOHj0QGYzunfBg&zoom=1

PERSUASIONCREATES SUCCESSFUL BUYERRELATIONSHIP EXPERIENCES

INSPIRE

PRESENTATION PRODUCT PERSUASION

PUTS YOU IN CONTROLOF YOUR SALE

http://www.google.com/imgres?q=dancing+stick+figure&start=85&hl=en&gbv=2&biw=1024&bih=616&addh=36&tbm=isch&tbnid=ynnixdwYGn_v2M:&imgrefurl=http://www.123rf.com/photo_1090966_brightly-colored-stick-figures-dancing-in-a-happy-joyfull-and-uninhibited-manner.html&docid=gswvvGwN_N08oM&imgurl=http://us.123rf.com/400wm/400/400/go2graphics/go2graphics0706/go2graphics070600036/1090966-brightly-colored-stick-figures-dancing-in-a-happy-joyfull-and-uninhibited-manner.jpg&w=1200&h=918&ei=j1NwT8P0L-Lt0gHSrODrBg&zoom=1

CORRECT VIEW

ON

TASK

WHAT DO I WANT

TO ACCOMPLISH ?

CORRECT INTENTION

ON

POINT

WHY IS THIS

IMPORTANT TO ME ?

CORRECT ACTION

ON

TIME

WHAT IS THE BEST

USE OF MY ENERGY ?

KNOW YOUR T. P. T. POTENTIALNOW SHOW YOUR BUYER

ALWAYSBELIEVE IN YOUR SELFSEEK TO DO YOUR BEST

YOUR EXCELLENCEWILL BE NOTICED

YOUR ARE THE MASTEROF YOUR DREAMS,

DIRECTION & DESTINY

HAVE A

T.

P.

T.

DAY

SEVEN BUYER BEHAVIORS.....SEVEN STAR SUCCESS SELLING

Education

Transcript of SEVEN BUYER BEHAVIORS.....SEVEN STAR SUCCESS SELLING

The Importance of Relationship and Consultative Behaviors ... · A salesperson’s consultative task behaviors significantly affect buyer perceptions of both salesperson expertise

Is a sense of win-win in seller-buyer relationships ... a sense of win-win in seller-buyer relationships related to perceived predation? ... and supplier behaviors is much ... RELATIONSHIP

04. Consumer Behaviors and Marketingcontents.kocw.net/document/2011-2-WKU-EC-04_1.pdf · • 06. Describe Internet marketing in B2B, including organizational buyer behavior. • 07.

Buyer Persona Cast buyer persona

Innate Behaviors. Notes Innate behaviors includes both automatic and instinctive. Innate behaviors are also known as inherited behaviors.

Changes in Franchise Buyer Behaviors throughout out the ...

2016 Junior Fair Livestock Auction - Home | Allen · Club Seller Name Buyer Buyer Contact Buyer Address Buyer City Buyer State Buyer Zip Code 2016 Junior Fair Livestock Auction Allen

Classroom observations in theory and practice...required simultaneous coding (e.g., for one classroom discussion, every one of the seven teacher behaviors and three student behaviors

Increasing & Decreasing Behaviors 1. Increasing Behaviors 2.

The seven student learning behaviors

Replacement Behaviors Teaching & Changing Unexpected Behaviors to Expected Behaviors.

Technology and Behaviors & The Behaviors of Technology

Home | Allen - Club Seller Name Buyer Buyer Contact Buyer Address Buyer … › sites › allen › files › imce › 2017 Junior... · 2017-08-29 · Club Seller Name Buyer Buyer

State-of-the Practice in To change out this blue Freight ...Jun 14, 2019 · Buyer. Buyer. Buyer. Buyer. Buyer. Seller. Seller A pareto-optimal and stable market-clearing mechanism

CREATING BUYER PERSONAS FOR YOUR BUSINESS · you to tailor content to the specific needs, behaviors, and concerns of different groups. The strongest buyer personas are based on market

Consumer and Business Buyer Behavior. Model of Buyer Behavior.

Buyer Get Buyer Referral Scheme - srimelakar.comsrimelakar.com/wp-content/uploads/2018/07/Buyer-Get-Buyer-Scheme... · Buyer Get Buyer Referral Scheme Refer your family and friends

Buyer Behaviors Chapter 3. Chapter Overview Consumer purchase process Consumer buying environment Trends in consumer behavior Business buying center B-to-B.

Customer Engagement: Solving the Gap between Buyer ... · Customer Engagement: Solving the Gap between Buyer Preferences and Seller Behaviors @tamaraschenk | Research Director September

Engagement Ring Buyer - Diamond Buyer NYC