This document discusses mindsets and buying behavior. It addresses bad habits of the mind like being closed-minded, only accepting the first solution, and dwelling on negative thoughts. It also discusses factors that influence buying motives like pride, fear of loss, social approval, and avoiding pain. The buying decision process involves recognizing needs, evaluating alternatives, making a purchase decision, and post-purchase behavior. Features are what a product is while benefits are what it does for the customer. Maintaining a flexible mindset and continuously learning are important.
2. MIND SET
It the way you set your mind to look at things.
HABIT
KNOWLEDGE
DESIRE
SKILLS
HABBIT
3. BAD HABBITS
YOU ACT CLOSE MINDED
– You think you are acting open minded
– You donor accept others point view.
– You think others opinion is not logical
– You think your suggestion is the best
– You think other are Wong
ACCEPT THERE CANNOT BE A BETTER IDEA
– You want to make things better even you restrict your mind to do so
– You accept 1st answer to the problem.
– Your most ideas are on based of previous mind set
– You think you have good experience and new way to solve the issue is
waste of time
– You spend a lot of time to defend your idea
4. BAD HABBITS
NO DAILY DIET. . JUST GRAZING
– You think is depend upon what you feed to your mind on daily bases.
– You go on feeding to mind what all is available without discrimination.
– No scanning
YOU HAVE A BAD DAY
– You in the morning entertain –ve thought and go on for rest of the day.
– You put your mind whole the day think about the –ve event.
– You put all the energy to solving the morning issue why it happen.
ONCE REMEMBER BAD THING YOU REMEMBER
ALL OTHERs
– You partner / colleague / boss / company does something bad that
annoys you, you trigger your mind to recall all bad about the person or
entity.
5. BAD HABBITS
ALLOW WRONG FRAME OF REFRENCE TO OCCUR
– Concluding wrong and cursing others without knowing fact.
– On knowing fact change in attitude but time is over.
PRPETUATING BAD MIND SET
– I am doing for sake of family.
– It cannot be done.
– We have more time to do.
– That is very short duration and cannot be.
FEEDING MIND THE WRONG QUESTION
– My answer can be wrong.
– My action my hurt him.
FOCUSING ON MINOR THINGS
6. FIXED TO FLEXIBLE MIND
I DONOT GET MIND-SET THAT LEAD ME TO
WRONG CONCLUSION
– SILK
– TOAST
– SIGN LAGUAGE
– FINE NIGHT TONIGHT
– CAR CRASH EXERCISE
THIS IS RIGHT, THAT IS WRONG
THERE IS NOTHING IN THAT
IT IS CLEAR FROM FACT
I CAN CHANGE MY MIND-SET, CHANGING OTHER
IS IMPOSSIBLE
7. BUYING POWER
People can buy, depend upon to some extent
what they can afford to buy is BUYING
POWER قوت
خرید .
BUYING DESIRE
But how much and what they want to buy is
BUYING DESIRE. خرید خواھش
e.g. Stamp collector can spent even his half pay.
8. BUYING MOTIVE
MOTIVE (
محرک
) is a stimulated need that
an individual seeks to satisfy. e.g.
• Hunger
• Need For Security
• Prestige
• Social Approval
• Self Actualization
BUYING MOTIVE (
خریداری محرک
)
It is a stimulus that Drives / Instigates to Buy or
satisfy any need.
9. BUYING MOTIVES
PRIDE
Interested in the QUALITY ASPECTS and what is RATED
BEST (because of inner feeling w/o other’s feeling &
consideration). Also looking for innovative methods to
improve. Does not care what other SAYS / THINK / KNOW
FEAR OF
LOSS
Will feel SECURE with REFRENCE to a GURANTEE or EVIDENCE
of PROTECTION.
SOCIAL
APPROVAL
Appreciate ATTENTION and / or RECOGNITION. Quite interested in
PERSONAL Episodes and REFRENCES to influence 3rd party.
Cares what other SAYS / THINK / KNOW.
MAKING A
GAIN
Will look for REFRENCES or EVIDENCES of methods to improve
PRODUCTIVITY. Willing to take RISK in return of high yield /
benefit.
AVOIDANCE
OF PAIN
Most interested in the EASY WAYS which will remove
physical or Mental TENSION / PAIN. Looks for ways to
reduce WORRY and are ATTRACTED to CONVENIENCE.
10. HEIRARCHY OF NEEDS
According to Maslow
Physiological Needs - Need for Food, Cloth & Shelter
Safety - Need for Security
Belonging & Love
Esteem - Need for Prestige & Self Respect
Self Actualization - Need for Self Fulfillment, Status
11. BUYING DECISION PROCESS
Recognition Of Unsatisfied Need
Identification Of Alternatives
Evaluation Of Alternatives
Purchase Decision
Post Purchase Behavior
12. FEATURES / BENFIT
FEATURE
–What it is?
BENEFIT
–What it does?
BTQ
PERSONALIZED BENEFIT
13. FAB
Customers don't buy features, they don't even
buy the advantages - what they buy is what the
product's features and advantages will do for
them, which in selling parlance is called the
benefit.
