BEST IN SALES AUDIOBOOK 1 of 6 Buying Psychology and Your Total-product

Audiobook 1 of 6 in THE PERFORMANCE SERIES – BEST IN SALES

Emotional Decision Power and your Total-Product

Understand the customer’s buying decision so you can influence it more effectively. And learn how to sell your Total-Product.

The human brain makes decisions based on two simultaneous “forces” that may pull in opposite directions. One is rational and objective, while the other is individual and emotional. Quite often, emotions pull the decision in a completely different direction. This creates the familiar dilemma of making a choice. How are you dealing with this psychology in your sales conversations?

In this audiobook, you will learn how buying psychology influences the customer’s decision – and why a good product or service alone is usually not enough to win the sale.

As an enthusiastic salesperson, you are naturally proud of the products you sell. But that very enthusiasm can make you too eager and cause you to move into your product presentation too quickly. The situation in the sales conversation itself may also tempt you to start presenting your product before the time is right.

Are you aware that your customers are not buying just one “product”? In reality, they must “approve” several different parts before they are ready to place an order with you. Your job is to sell your complete Total-product.

You will learn how to:

• understand what influences the customer’s buying decision
• understand and influence the customer’s emotional decision power
• avoid spending too much of the sales conversation trying to influence only the rational side of the decision
• understand the significant difference between the actual product or service you sell and the Total-product the customer evaluates
• sell your Total-Product at the right time and in the right sequence

Your benefit:

When you understand the forces behind the customer’s buying decision, you can influence that decision more purposefully. You can use this knowledge actively in your sales conversations. At the same time, you will learn how to sell your complete Total-product, rather than focusing only on the product or service you offer.

This gives you a stronger foundation for influencing the customer’s decision and improving your sales results.

Playing time: approx. 25 minutes