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M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
M100 mc starter_kit_dmc
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M100 mc starter_kit_dmc

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Transcript

  • 1. RESM The DMC Understanding your customer: The Decision Making Cycle M201
  • 2. Here’s a tip from the top sales professionals that will improve your results immediately.
  • 3. We buy to solve problems. So how do we arrive at a decision to buy?
  • 4. Central to this process is a cycle that has its roots in our nature. We call this the Decision Making Cycle.
  • 5. At the start of the cycle we are relaxed and satisfied with things just as they are. 1. Relaxed
  • 6. In due course, a growing irritation makes us sense that something is missing. We identify a problem. 2. Irritated
  • 7. As awareness increases, the problem solving part of our brain kicks in. We consider possible solutions. 3. Problem solving
  • 8. Then we assess features and benefits to see which alternative will give us the best outcome. 4. Pros and cons
  • 9. Something clicks. One product stands out. We commit to buy, and make our purchase! 5. Locked in
  • 10. Finally, we ask: Did we make the right choice? Are we happy? Will we tell others? 6. Evaluate
  • 11. If the cycle is completed we’ll be a happy, satisfied customer. Problem solved.
  • 12. If any step in the cycle is skipped, we’re likely to feel cheated or dissatisfied.
  • 13. Use the Ripple Effect. Watch your most difficult customers turn into champions.
  • 14. Watch your sales confidence turn into cash.
  • 15. Joint the REST programme to become a master of sales at every level.
  • 16. R I P P L E Apply the Ripple Effect and see your plans for sales success become a reality

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