Bài thuyết trình " The Psychology of Selling: Why people buy, what people buy"
An aroused need that stimulates behavior
intended to satisfy that need.
All buying behaviors must be based on the
needs, but the needs that are promoted by
effective culimuti (Buying Motive), will
become buying action.
The Psychology of Selling:
Why people buy, what people buy
Develop a customer strategy
Understand buyer behavior
Discover customer needs
Develop prospect base
Buyer Resolution Theory
Five buying decisions:
Why should I buy?
What should I buy?
Where should I buy?
What is a fair price?
When should I buy?
Buying Motive
An aroused need that stimulates behavior
intended to satisfy that need.
All buying behaviors must be based on the
needs, but the needs that are promoted by
effective culimuti (Buying Motive), will
become buying action.
