Do you work in sales? Or, do you ever buy things?
This week’s podcast looks in detail at our buying strategies. These can be ‘chunked down’ into four elements – motivation, decision, convincer and reassurance strategies. In particular, we consider some typical problems in decision strategies, and how convincer strategies work. (For motivation strategies and how to fix some typical problems with those, listen to Episode 48).
Featuring:
01:02 – Components of the buying strategy
01:44 – Typical problems in decision strategies
02:18 – Why missing a rep system in your strategy could make you fat
04:00 – Why emotions are essential to decision-making
04:44 – How to find out your customer’s convincer strategy
07:10 – What research tells us about ‘winning streaks’
Here’s the TOTE Model (Test, Operate, Test, Exit) for reference:
Duration: 09m07s
Listen and/or subscribe to this podcast via Apple Podcasts here
If you want to subscribe using something other than Apple Podcasts (e.g. if you have an Android phone), here’s the feed: https://nlppod.com/feed/podcast/
Note: Only the most recent 10 episodes of the Practical NLP Podcast are available free on Apple Podcasts. You can still listen to this episode as part of the Practical NLP Podcast Collection Volume 7, which you can get here.
If you liked this podcast, please review it on Apple Podcasts!
© 2014 – 2020, Andy Smith. All rights reserved.
