Elements of Neuro-Linguistic Programming, finding buying triggers by using eye cues Part 2
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Elements of Neuro-Linguistic Programming, finding buying triggers by using eye cues Part 2

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Buying Patterns ...

Buying Patterns

When you talk to people about something they bought, they will come up with very good reasons for buying it. Here is the little known secret as to what really drives buying decisions. The initial decision to buy a car or choose a car mechanic is completely sub conscious. And they will be habitual about it as well. They will get better at the post buy decision making process, but what actually led to the sale will pretty much be the same for a product or service.

If you buy a car before, the way you chose it will be the same the next time. Or if you choose a Car mechanic to work on that car, it too will be choosing him the same way again.

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Elements of Neuro-Linguistic Programming, finding buying triggers by using eye cues Part 2 Elements of Neuro-Linguistic Programming, finding buying triggers by using eye cues Part 2 Document Transcript

  • 1
  • When you talk to people about something they bought, they will come up with very good reasons for buying it. Here is the little known secret as to what really drives buying decisions. The initial decision to buy a car or choose a car mechanic is completely sub conscious. And they will be habitual about it as well. They will get better at the post buy decision making process, but what actually led to the sale will pretty much be the same for a product or service. 2
  • If you buy a car before, the way you chose it will be the same the next time. Or if you choose a Car mechanic to work on that car, it too will be choosing him the same way again. But the process for buying that Car will be different than the process for choosing the Mechanic 3
  • You can learn about the process that went into a decision. The algorythm exists, and if you pay attention to other peoples language preference when they answer, you can figure it out. So if you ask: "What is it about that car which led to you wanting to buy it?". And she reponds: "The car just spoke to me, and I felt we were made for each other". She told you the input which triggered her emotional kinesthetic response was auditory More often than not, people wont tell you why they really made a purchase decisions. And oftentimes they actually don't know it themselves. This is where eye cues come into play. If someone gives you their language style, and their eye movements are incongruent. You need to get multiple passes at it to nail it down. 4
  • With three questions you will be able to nail down which sense will trigger the emotional buying response. So your follow up could be something like, "Lets take a look at a car which will fit you like a glove and you'll look great in". So in this statement you opened and closed with a visual stimulus and tied it to a kinesthetic sensation. 5
  • So what is important to note. This formula is able to be used where buying a car is concerned. But this is just for a car. Their decision for choosing a mechanic to care for their new baby will be a totally different process. People will more often than not like to talk about their past. So its not too hard to get them to revisit specifics. So long as you are asking in such a way that they are tapping their own memory and not parroting back responses. 6
  • When you are writing copy for broadcast ads. you do not have the luxury of calibrating to a particular persons preferred sense. So it is imperative that your copy be peppered with all three sensory inputs 7
  • This has been a public service announcement from adziebart.com. 8