People buy for emotional reasons. They may justify their purchase on things like cost, convenience, performance, or sustainability. But, deep down, it’s all about how these things make them feel. Let’s look at the emotions that make people buy, and the things that will stop them.

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Sales Skills: A Management Courses Introduction
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Watching this video is worth 4 Management Courses CPD Points*.
See below for details

Sales and Selling Skills
This video is part of course module 8.4.2
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 2: Sales Fundamentals

Other videos in this section include:
Sales Success: & Sales Do's & Don'ts https://youtu.be/AGTRdbZ9g8k
5 Components of a Powerful Sales Attitude https://youtu.be/--Ilv0x1lYo
What is the Sales Funnel? https://youtu.be/5OSrjO92xaU
How to Qualify Your Sales Prospects https://youtu.be/HOiuzz9bwPA


LESSON NOTES
People buy because they want something. And, whatever it is, they want it for emotional reasons.

Beneath this are underlying emotional drivers like:
- Survival
- Safety and security
- Feeling rooted
- Personal standing
- Social standing
- Emotional standing
- Contribution
- Spiritual

There are also reasons why people do not buy.

RECOMMENDED EXERCISE
Think back to your last couple of major purchases...
1. What did you want, that each of them was able to satisfy? (2 MC CPD Points)
2. What emotional drivers lay beneath those desires? (2 MC CPD Points)

Now think about the products or services your organization sells...
3. What is it that people want, that your products/services can give? (2 MC CPD Points)
4. What emotional drivers can you appeal to, in your buyers, that will be effective, but also have integrity? (2 MC CPD Points)

DOWNLOADS
Free Resources
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Paid resources
🧳 Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)

RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA


⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)


MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
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Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 4 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 12 MC CPD points

CHAPTER MARKERS
00:00 - People buy for emotional reasons
00:38 - Our agenda…
00:53 - What people want
02:33 - Emotional drivers for buying decisions
07:14 - Reasons why people don’t buy
11:13 - Closing remarks

#ManagementCourses #Sales #SalesDrivers