SEVEN BUYER BEHAVIORS.....SEVEN STAR SUCCESS SELLING

ON TASK ON POINT ON TIMEICONOGRAPHIC LEARNING

SEVEN BUYERTHINKING BEHAVIORS

ICONOGRAPHICREPRESENTING A CONCEPT BY A PICTURE

THE IMAGE IS THE MEDIUM OF INFORMATION

ICONOGRAPHIC LEARNING

THE IMAGEBECOMESTHE RESOURCE OF MEMORY

MORE THANWORDS

THE IMAGE HAS BECOMETHE MEDIUM OF EXCHANGE & EXECUTION

OUR PRESENT REALITY

NEX-GEN EFFECTIVE LEARNINGMUST CHANGE & ADAPT

THE USE OF WORDS AND IMAGES TO ACHIEVE SUCCESSFUL INTEGRATION

AND EFFECTIVE EXECUTION

ON TASK ON

POINT ON

TIME

SEVENBUYER

THINKINGBEHAVIORS

SEVEN STAR SUCCESS SELLING

ANALYTICAL

CLEAR THINKINGLOGICALRATIONAL

INQUISITIVE

CURIOUS- ALERT- INTERESTED

INSIGHTFUL

PRUDENTHUMBLEREFLECTIVE

http://www.google.com/imgres?q=NEW&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=esXSLLKKWBdDdM:&imgrefurl=http://www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2011/02/02/DDN01HHEQG.DTL&docid=7zZNhm8rLuHieM&imgurl=http://imgs.sfgate.com/c/pictures/2011/02/02/ba-chineseny03_SFCG1296677402.jpg&w=627&h=700&ei=QxhvT6u6I-HV0QGs09HFBg&zoom=1

PRACTICAL

OPENFAIRLEARNING

TECHNICAL

EFFICIENT PROCESSVALUE

PERPLEXED

CONFUSEDDOUBTFUL SUBDUED

CYNICAL

INDEPENDENTTOUGH MINDEDSKEPTICAL

THE FOLLOWING SLIDES ARE SOME EXAMPLES OF THE IMAGES & WORDS OF

ICONOGRAPHIC LEARNING THAT PRODUCED THE

#1NATIONAL SALES TEAM

IN A FORTUNE 100CORPORATION

ON TASK ON

POINT ON

TIME

CERTIFIEDSELLING EXPERT

SEMINAR

SIMPLE METHODSDYNAMIC RESULTS

BEGIN TO BUILDYOUR BUYER’S PROFILE

LOOK

LISTEN

LEARN

LEAD

http://www.google.com/imgres?q=eyes+images&start=97&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=4GO2MTxVdEQfQM:&imgrefurl=http://devilmgraphics.blog.com/2010/10/todays-search-eyes/&docid=JqUtDIHvBPSPsM&imgurl=http://www.indiavisitinformation.com/romantic-poetry/Y/images/eyes.jpg&w=459&h=338&ei=I8VtT_vrCenx0gGSxrG3Bg&zoom=1

http://www.google.com/imgres?q=EAR&start=81&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=-wCHmhSG9LmdpM:&imgrefurl=http://www.zazzle.com/human_ear_doctor_audio_audiologist_ear_candy_sticker-217527643754093173&docid=Rrsphw85My9SKM&imgurl=http://rlv.zcache.com/human_ear_doctor_audio_audiologist_ear_candy_sticker-p217527643754093173z85xz_400.jpg&w=400&h=400&ei=h8VtT4uwK8bg0QHjop3rBg&zoom=1

http://www.google.com/imgres?q=abc&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=JY_t8GU1YvDOuM:&imgrefurl=http://www.freestockphotos.biz/stockphoto/8335&docid=i7DHoRVxwjeaVM&imgurl=http://www.freestockphotos.biz/pictures/8/8335/block.png&w=400&h=351&ei=-sVtT6HiNofl0QH-ndHvBg&zoom=1

YOUR THOUGHTS & ACTIONS = RESULTS

LOOK

LISTEN

LEARN

LEAD

WHAT IS OBSERVED BUT NOT REVEALED

WHAT IS TOLD & THAT IS NOT TOLD

WHAT TO ASK & HOW TO ASK IT

WHAT TO SAY & HOW TO SAY IT

WHAT DOES YOUR BUYER WANT ?

STOP…..& FIRST…

OBSERVE

THINK

RESPOND

THEN

http://www.google.com/imgres?q=x+ray+eyes&hl=en&biw=1024&bih=616&gbv=2&tbm=isch&tbnid=oQMazsA7oA3a-M:&imgrefurl=http://www.lobsteranywhere.com/lobster-tail-blog/how-lobsters-see.html&docid=7uLwwDrfxIHhfM&imgurl=http://www.lobsteranywhere.com/lobster-tail-blog/wp-content/uploads/2010/01/xray-300x178.gif&w=300&h=178&ei=s_5uT5vwIsW30AGR5qm5Bg&zoom=1

http://www.google.com/imgres?q=thinking+head&start=287&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=aAXSAdKmhOntSM:&imgrefurl=http://www.effectivepersonaldevelopmentblog.com/&docid=qgqZp_0SQEWP-M&imgurl=http://www.effectivepersonaldevelopmentblog.com/wp-content/uploads/2010/11/questions-head.jpeg&w=225&h=224&ei=g_9uT9GRE-y10QGqofG0Bg&zoom=1

http://www.google.com/imgres?q=face+to+face&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=5dZ6C-71zxu_MM:&imgrefurl=http://www.fashionnetasia.com/en/IndustryNews/BusinessResources/Detail.html?id=2009&docid=-rwfH0Z_LZiPRM&imgurl=http://www.fashionnetasia.com/files/News/Face-to-Face.jpg&w=300&h=225&ei=dANvT_GfJenj0QHy5Oj_Bg&zoom=1

HOW DO BUYERS THINK ?

THREE INSTANT ASSESSMENTS

OF YOU !PRIMAL

RATIONAL

EMPATHIC

DO I TRUST THIS SELLER ?

DOES THE SELLER KNOW THEIR PRODUCT ?

DO I FEEL CONNECTED TO THEIR MESSAGE

HOW SHOULD SELLERS

RESPOND ?

PRIMAL

RATIONAL

EMPATHIC

SINCERE SMILE

ACCURATE INFORMATION

POSITIVE ATTITUDE

http://www.google.com/imgres?q=SMILE&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=hYD3jASkVq8hBM:&imgrefurl=http://en.wikipedia.org/wiki/File:Smile_icon.png&docid=PDHnExBwPa73_M&imgurl=http://upload.wikimedia.org/wikipedia/commons/7/7f/Smile_icon.png&w=300&h=300&ei=iQVvT7yILcWu0AGs7Z3jAw&zoom=1

http://www.google.com/imgres?q=e+mc2&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=AoJo8fMJu8sjsM:&imgrefurl=http://www.amazon.com/Pinback-Button-Albert-Einstein-Science/dp/B003O94O6K&docid=HEW5vEe-RGSnIM&imgurl=http://ecx.images-amazon.com/images/I/21v8CxeuiNL._SL500_AA300_.jpg&w=300&h=300&ei=MgZvT-jCCIaz0QHt9ZDFBg&zoom=1

http://www.google.com/imgres?q=thumbs+up&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=koF47_yvAU4WjM:&imgrefurl=http://en.wikipedia.org/wiki/File:Thumbs-up-icon.png&docid=7HagMUa9vxy05M&imgurl=http://upload.wikimedia.org/wikipedia/commons/7/7e/Thumbs-up-icon.png&w=314&h=283&ei=ugZvT4bhFYPf0QGqp_y3Bg&zoom=1

YOUR STRATEGY

PRESENTATIONIDENTIFIES BUYERS PROFILE

PRODUCTBUILDS BUYER TRUST

PERSUASIONCREATES SUCCESSFUL BUYERRELATIONSHIP EXPERIENCES




PRESENTATIONIDENTIFIES BUYERS PROFILE

SMILE

GREET

OBSERVE

LISTEN


http://www.google.com/imgres?q=smiley+face&hl=en&biw=1024&bih=616&gbv=2&tbm=isch&tbnid=TSjhM36HTYWeGM:&imgrefurl=http://www.stickergiant.com/tattoo-art_a-smiley-face_ss35&docid=x7_JYamIGYm_3M&imgurl=http://www.stickergiant.com/Merchant2/imgs/450/ss35_450.jpeg&w=450&h=450&ei=FkxwT4y_Oqq70QGv-tW9Bg&zoom=1

http://www.google.com/imgres?q=handshake&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=GhTiOOmbIxIzpM:&imgrefurl=http://www.designofsignage.com/application/symbol/hands/largesymbols/love-hand-shake.html&docid=dCPUN8za_DqR9M&imgurl=http://www.designofsignage.com/application/symbol/hands/image/600x600/hand-shake-love.jpg&w=600&h=600&ei=8kxwT6mENO260QG2hZWyBg&zoom=1

PRODUCTBUILDS BUYER TRUST

INFORM

EDUCATE


http://www.google.com/imgres?q=telephone&hl=en&gbv=2&biw=1024&bih=616&tbm=isch&tbnid=uOx2IDX6DmP0VM:&imgrefurl=http://www.freeclipartnow.com/signs-symbols/handicap/volume-control-telephone.jpg.html&docid=2zAkyb_MQ-4C2M&imgurl=http://www.freeclipartnow.com/d/41133-1/volume-control-telephone.jpg&w=350&h=350&ei=AU9wT5qPGOHj0QGYzunfBg&zoom=1

PERSUASIONCREATES SUCCESSFUL BUYERRELATIONSHIP EXPERIENCES

INSPIRE

PRESENTATION PRODUCT PERSUASION

PUTS YOU IN CONTROLOF YOUR SALE


http://www.google.com/imgres?q=dancing+stick+figure&start=85&hl=en&gbv=2&biw=1024&bih=616&addh=36&tbm=isch&tbnid=ynnixdwYGn_v2M:&imgrefurl=http://www.123rf.com/photo_1090966_brightly-colored-stick-figures-dancing-in-a-happy-joyfull-and-uninhibited-manner.html&docid=gswvvGwN_N08oM&imgurl=http://us.123rf.com/400wm/400/400/go2graphics/go2graphics0706/go2graphics070600036/1090966-brightly-colored-stick-figures-dancing-in-a-happy-joyfull-and-uninhibited-manner.jpg&w=1200&h=918&ei=j1NwT8P0L-Lt0gHSrODrBg&zoom=1

CORRECT VIEW

ON

TASK

WHAT DO I WANT

TO ACCOMPLISH ?

CORRECT INTENTION

ON

POINT

WHY IS THIS

IMPORTANT TO ME ?

CORRECT ACTION

ON

TIME

WHAT IS THE BEST

USE OF MY ENERGY ?

KNOW YOUR T. P. T. POTENTIALNOW SHOW YOUR BUYER

ALWAYSBELIEVE IN YOUR SELFSEEK TO DO YOUR BEST

YOUR EXCELLENCEWILL BE NOTICED

YOUR ARE THE MASTEROF YOUR DREAMS,

DIRECTION & DESTINY

HAVE A

T.

P.

T.

DAY

SEVEN BUYER BEHAVIORS.....SEVEN STAR SUCCESS SELLING

Education

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