Chapter 2 – Why People Buy

 

Chapters: | 01 | 02 | 03 | 04 | 05 | 06 | 07 | 08 | 09 | 10 | 11 | 12 |

Chapter 2: Why People Buy
Chapter 2: Why People Buy
Steps Of The Consumer Purchase Process
Steps Of The Consumer Purchase Process
Helping Customers Make Decisions
Helping Customers Make Decisions
Chapter 2 : Recap & Quiz
Chapter 2 : Recap & Quiz
 
 
 

Chapter 2 : Why People Buy
 
In this lesson you’ll learn about WHY PEOPLE BUY or as those high-priced marketers call it, Consumer Behavior. I’ll teach you the five steps consumers go through in making a purchase, and how you need to be attuned to them. You’ll also learn about consumer motivations and I’ll show you a common sense approach towards helping your prospects to make wise purchasing decisions. A brief multiple-choice quiz and recap immediately follow this lesson to reinforce your understanding.
Topics
 
  • Consumer Behavior
  • Steps Consumers Go Through in Making a Purchase
  • Consumer Motivations
  • Hot Buttons
  • Approach to Helping Customers with Purchase Decisions
 

Use Short-Cuts to get there Faster!


Short on time? No time to watch the entire video? Click on Short Cuts and get the specific answers or information you need from this chapter, even faster.
 
 
Test Your Knowledge of Chapter 2


Recap
 
Remember that the elements of consumer behavior are the steps that make up an individual’s evaluation, purchase and use of products and services.
 
Remember the steps of consumer behavior
 
  • The first step is problem recognition.
  • The second step is a search for solutions.
  • The third step is an evaluation of the solutions from 2 perspectives:
  • Internal based upon your past experiences.
  • External by looking outside yourself at the world around you.
  • The fourth step is to decide on a course of action.
  • And the fifth step is dealing with the potential of “buyer’s remorse.”
 
Hot buttons (and how to deal with them):
 
  • Identify the prospect’s hot buttons.
  • Sell the benefits of your product or service according to their particular set of needs.
  • Help the prospect prioritize their needs.
  • Ask them what sacrifices or trade-offs they’re willing to make to balance their priorities with their budget.
  • And lastly, remember to put yourself in your prospect’s shoes.
 
View things from their perspective
 
  • Determine what is most important to your prospect.
  • Think long-term.
  • Focus on solving their problems and you’ll have a loyal client for life.