Cydcor Sales Tips - Impulse Factors

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Understand and tap into the key impulse factors influencing a prospect’s purchase decision.

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Cydcor Sales Tips - Impulse Factors

  1. 1. 4 Factors of Impulse<br />May 2010<br />
  2. 2. Master the 4 factors of impulse.<br />Understand and tap into the key impulse factors influencing a prospect’s purchase decision:<br />Jones effect<br />Indifference<br />Fear of loss<br />Sense of urgency<br />
  3. 3. 1 Jones effect<br />“Keeping up with the Joneses...”<br />People tend to want what others have.<br />Motivate a prospect to buy based on what others are getting or doing.<br />
  4. 4. 2 Indifference<br />Be informative, courteous and confident— not needy, pushy or “salesy.”<br />Appear indifferent about making the sale. <br />Convey that “it’s really up to you...”<br />
  5. 5. 3 Fear of loss<br />People tend to want what they can’t have or may lose out on.<br />Make the deal or offer time-specific—an opportunity that won’t be around for long.<br />Convey that “it’s only for today,” and create a sense of urgency (impulse factor 4).<br />
  6. 6. 4 Sense of urgency<br />Respect people’s time, and convey that “it won’t take very long...” <br />Build excitement about the offer or deal.<br />Use with “fear of loss” (impulse factor 3) to motivate the prospect to act now.<br />
  7. 7. 5 For More Information<br />Go to: www.cydcor.com<br />Visit us on:<br />Facebook<br />LinkedIn<br />YouTube<br />Twitter<br />Flickr<br />

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