Advance One

Course Overview

Financial ability of the buyer

One of the reasons customers refrain from purchasing is the feeling of financial incapacity. They perceive themselves as financially incapable even though they have sufficient funds. Upon entering a store or seeing various prices, they feel they are depleting their assets and psychologically think they are losing their primary wealth rather than attaining desired services or products.

So what should be done to help customers overcome this psychological state?

We believe that financial inability does not necessarily mean lack of purchasing power, but rather a lack of buying mindset.

What you will learn in this course:

• What is the goal and how to achieve it?
• How much do we know about the science of sales interpretation?
• The three emotional stages that customers go through.
• What is the 25% procrastination law?
• What is the 25% obvious law?
• The customer does not negotiate, they compare.
• High price versus utility!
• Why does the customer feel financially inadequate?
• The customer worries about the value of the product.
• What benefits the customer?
• What is the main motivation?
• Effort to address specific customer needs!
• Recognize invisible values.
• Important value (customer returns)
• Defensive mindset.
• Creating internal motivation to earn money.
• Fear of customer resemblance drives away.
• How do we identify the nature of the product?
• Degrading factors.
• Eliminate financial dependency.
• How do we create peace of mind?
• Two astonishing motivations.
• Find the customer’s sensitive point.
• Security in being powerful.
• What is the law of doubt?