SEVEN BUYER BEHAVIORS

1. ON TASK ON POINT ON TIME
ICONOGRAPHIC LEARNING
SEVEN BUYER
THINKING BEHAVIORS

2. ICONOGRAPHIC
REPRESENTING A CONCEPT BY A PICTURE
THE IMAGE IS
THE MEDIUM OF
INFORMATION

3. ICONOGRAPHIC LEARNING
THE IMAGE
BECOMES
THE RESOURCE
OF MEMORY

4. OUR PRESENT REALITY
MORE THAN
WORDS
THE IMAGE
HAS BECOME
THE MEDIUM
OF EXCHANGE
& EXECUTION

5. NEX-GEN EFFECTIVE LEARNING
MUST CHANGE & ADAPT
THE USE OF WORDS AND IMAGES
TO ACHIEVE SUCCESSFUL INTEGRATION
AND EFFECTIVE EXECUTION

6. ON SEVEN
TASK BUYER
ON THINKING
POINT BEHAVIORS
ON SEVEN STAR
SUCCESS SELLING
TIME

7. ANALYTICAL
CLEAR THINKING
LOGICAL
RATIONAL

8. INQUISITIVE
CURIOUS- ALERT- INTERESTED

9. INSIGHTFUL
PRUDENT
HUMBLE
REFLECTIVE

10. PRACTICAL
OPEN
FAIR
LEARNING

11. TECHNICAL
EFFICIENT
PROCESS
VALUE

12. PERPLEXED
CONFUSED
DOUBTFUL
SUBDUED

13. CYNICAL
INDEPENDENT
TOUGH MINDED
SKEPTICAL

14. THE FOLLOWING SLIDES ARE SOME
EXAMPLES OF THE IMAGES & WORDS OF
ICONOGRAPHIC LEARNING
THAT PRODUCED THE
#1
NATIONAL SALES TEAM
IN A FORTUNE 100
CORPORATION

15. ON CERTIFIED
TASK SELLING
ON EXPERT
POINT SEMINAR
ON SIMPLE METHODS
DYNAMIC RESULTS
TIME

16. BEGIN TO BUILD
YOUR BUYER’S PROFILE
LOOK
LISTEN
LEARN
LEAD

17. YOUR THOUGHTS & ACTIONS = RESULTS
LOOK
WHAT IS OBSERVED BUT NOT REVEALED
LISTEN
WHAT IS TOLD & THAT IS NOT TOLD
LEARN
WHAT TO ASK & HOW TO ASK IT
LEAD
WHAT TO SAY & HOW TO SAY IT

18. WHAT DOES YOUR BUYER WANT ?
STOP…..& FIRST…
OBSERVE
THINK
THEN
RESPOND

19. HOW DO BUYERS THINK ?
THREE INSTANT ASSESSMENTS
OF YOU !
PRIMAL
DO I TRUST THIS SELLER ?
RATIONAL
DOES THE SELLER KNOW THEIR PRODUCT ?
EMPATHIC
DO I FEEL CONNECTED TO THEIR MESSAGE

20. HOW SHOULD SELLERS
RESPOND ?
PRIMAL SINCERE SMILE
RATIONAL ACCURATE INFORMATION
EMPATHIC POSITIVE ATTITUDE

21. YOUR STRATEGY
PRESENTATION
IDENTIFIES BUYERS PROFILE
PRODUCT
BUILDS BUYER TRUST
PERSUASION
CREATES SUCCESSFUL BUYER
RELATIONSHIP EXPERIENCES

22. PRESENTATION
IDENTIFIES BUYERS PROFILE
SMILE
GREET
OBSERVE
LISTEN

23. PRODUCT
BUILDS BUYER TRUST
INFORM
EDUCATE

24. PERSUASION
CREATES SUCCESSFUL BUYER
RELATIONSHIP EXPERIENCES
INSPIRE
PRESENTATION PRODUCT PERSUASION
PUTS YOU IN CONTROL
OF YOUR SALE

25. CORRECT CORRECT CORRECT
VIEW INTENTION ACTION
ON ON ON
TASK POINT TIME
WHAT DO WHY IS WHAT IS
I WANT THIS THE BEST
TO IMPORTANT USE OF MY
ACCOMPLISH ? TO ME ? ENERGY ?
KNOW YOUR T. P. T. POTENTIAL
NOW SHOW YOUR BUYER

26. ALWAYS
BELIEVE IN YOUR SELF
SEEK TO DO YOUR BEST
YOUR EXCELLENCE
WILL BE NOTICED
YOUR ARE THE MASTER
OF YOUR DREAMS,
DIRECTION & DESTINY

27. HAVE A
T.
P.
T.
DAY