Psychology of Selling: Emotions and Buying Decisions
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Questions and Answers

What role do emotions play in buying decisions?

  • They have no impact on buying decisions
  • They only influence impulse purchases
  • They only influence rational purchases
  • They play a significant role in buying decisions (correct)
  • How do buyers assess the value of a product or service?

  • Based on perceived benefits compared to cost (correct)
  • Based on scarcity and urgency
  • Based on social proof only
  • Based on the price alone
  • What can create a sense of urgency that drives buying decisions?

  • Long-term offers
  • Scarcity and exclusivity (correct)
  • Social proof
  • Low perceived value
  • What is involved in understanding buyer needs according to the text?

    <p><em>Asking open-ended questions, active listening, and paying attention to their pain points and desires</em></p> Signup and view all the answers

    What technique is used during the sales process to gauge a customer’s interest and commitment without explicitly asking for the sale?

    <p>Trial Close</p> Signup and view all the answers

    What is the foundation of any successful relationship in business, analogous to the roots providing stability and nourishment to a tree?

    <p>Communication</p> Signup and view all the answers

    What can hinder effective communication due to factors like noise, poor lighting, or long distances?

    <p>Physical Barriers</p> Signup and view all the answers

    Which type of barriers include differences in language and culture that can lead to misunderstandings or misinterpretations?

    <p>Language and Cultural Barriers</p> Signup and view all the answers

    What involves finding common ground, showing empathy, and understanding the needs and preferences of the other party?

    <p>Building Rapport</p> Signup and view all the answers

    What is used to uncover customer's beliefs and work to either reinforce or challenge them as needed?

    <p>Uncovering Objections</p> Signup and view all the answers

    What is a subtle technique used to uncover needs and sell by gauging a customer’s interest and commitment without explicitly asking for the sale?

    <p>Trial Close</p> Signup and view all the answers

    What is it called when a salesperson has an opportunity to address objections and further tailor their pitch?

    <p>Uncovering Objections</p> Signup and view all the answers

    What represents the result of effective communication, problem-solving, and innovation?

    <p>Fruits: Customer Relationships and Success</p> Signup and view all the answers

    What depends on clear and open communication, as effective teamwork is impossible without a shared understanding of goals, tasks, and expectations?

    <p>Branches: Collaboration and Cooperation</p> Signup and view all the answers

    What gives the salesperson an opportunity to address preconceived notions, biases, or emotional states that affect how customers perceive and respond?

    <p>Psychological Barriers</p> Signup and view all the answers

    What involves phrases like 'how does that sound to you' or 'does this address your needs' during the sales process?

    <p>The Trial Close</p> Signup and view all the answers

    People buy based on how a product or service makes them ______

    <p>feel</p> Signup and view all the answers

    Buyers assess the value of a product or service based on their perception of its benefits compared to its ______

    <p>cost</p> Signup and view all the answers

    If others have positive experiences with a product or service, it can significantly influence a buyer’s ______

    <p>decision</p> Signup and view all the answers

    Limited-time offers, exclusive products, and scarcity can create a sense of ______

    <p>urgency</p> Signup and view all the answers

    Effective Questioning: The key to uncover a customer’s important buying ______

    <p>needs</p> Signup and view all the answers

    Asking probing questions that go beyond surface-level ______

    <p>responses</p> Signup and view all the answers

    Actively listening to what the customer says and doesn’t say is ______

    <p>crucial</p> Signup and view all the answers

    It’s essential to identify and prioritize the most critical ______ that align with your product or service’s strengths

    <p>needs</p> Signup and view all the answers

    The trial close – a great way to uncover ______ and sell

    <p>needs</p> Signup and view all the answers

    Gives the salesperson an opportunity to address these ______ and further tailor their pitch

    <p>issues</p> Signup and view all the answers

    Understanding their perception allows salespeople to align their presentation with what the buyer ______

    <p>values</p> Signup and view all the answers

    Addressing objections and concerns can change a buyer’s ______ towards a product

    <p>attitude</p> Signup and view all the answers

    It is essential to understand customer’s ______ and work to either reinforce or challenge them as needed

    <p>beliefs</p> Signup and view all the answers

    Just as roots provide stability and nourishment to a tree, communication is the foundation of any successful relationship in ______

    <p>business</p> Signup and view all the answers

    Depend on clear and open communication. Effective teamwork is impossible without a shared understanding of goals, tasks, and ______

    <p>expectations</p> Signup and view all the answers

    Includes physical factors like noise, poor lighting, or long distances that hinder effective ______

    <p>communication</p> Signup and view all the answers

    Study Notes

    Emotions and Buying Decisions

    • Emotions play a significant role in buying decisions, as people buy based on how a product or service makes them feel.
    • Buyers assess the value of a product or service based on their perception of its benefits compared to its costs.

    Understanding Buyer Needs

    • Understanding buyer needs involves identifying and prioritizing the most critical needs that align with a product or service's strengths.
    • Effective questioning is key to uncovering a customer's important buying criteria.
    • Asking probing questions that go beyond surface-level information helps salespeople understand buyer needs.

    Creating a Sense of Urgency

    • Limited-time offers, exclusive products, and scarcity can create a sense of urgency that drives buying decisions.
    • Social proof, such as positive experiences from others, can significantly influence a buyer's perception.

    Communication and Relationships

    • Communication is the foundation of any successful relationship in business, analogous to the roots providing stability and nourishment to a tree.
    • Effective teamwork depends on clear and open communication, as it is impossible without a shared understanding of goals, tasks, and expectations.

    Barriers to Communication

    • Physical barriers include factors like noise, poor lighting, or long distances that hinder effective communication.
    • Cultural and language barriers can lead to misunderstandings or misinterpretations due to differences in language and culture.

    Sales Techniques

    • The trial close is a technique used during the sales process to gauge a customer's interest and commitment without explicitly asking for the sale.
    • Addressing objections and concerns can change a buyer's perception towards a product or service.
    • Finding common ground, showing empathy, and understanding the needs and preferences of the other party is essential in sales.
    • Active listening to what the customer says and doesn't say is crucial in understanding buyer needs.
    • Understanding customer beliefs and working to either reinforce or challenge them as needed is vital in sales.

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    Description

    Test your knowledge of the psychological influences on buying decisions, including the role of emotions, perceived value, and social proof in sales. Explore how people's feelings, assessments of value, and social influences impact their purchasing behavior.

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