Psychology of Sales

Philosophy / Psychology / Marketing presentations for the students of the Web Design & Development Program at the Pinellas Technical Education Center (PTEC).

Transcript

1. BRAVO DMS
   BRAVO DMS
   by Omar Jesus Bravo
   May 17, 2012
   Psychology of Sales
   

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2. BRAVO DMS
   BRAVO DMS
   Motivation for Behavior
   • Consistency
   • Likability
   • Authority
   • Social Proof
   • Contrast
   • Scarcity
   • Commitment
   • Reciprocity
   

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3. BRAVO DMS
   BRAVO DMS
   Consistency
   • “It’s what I’ve always done.”
   • Past Experience
   • Price = Quality, Coupons / Sales = Bargain
   • Example: Rewards Card
   

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4. BRAVO DMS
   BRAVO DMS
   Likability
   • Celebrity Endorsements
   • Attractive Models
   

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5. BRAVO DMS
   BRAVO DMS
   Authority
   • Doctors = Diet Pills
   • Lawyers = Car Accidents
   • Suit, Title, Badge, Glasses
   

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6. BRAVO DMS
   BRAVO DMS
   Social Proof
   • Herd Mentality, Momentum, Teens
   

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7. BRAVO DMS
   BRAVO DMS
   Contrast
   • Setting Expectations
   • Perceived Value
   

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8. BRAVO DMS
   BRAVO DMS
   Commitment
   • “My word is my bond”
   • “Promise to tell a friend” - Ron Popeil
   • Upsell - “Would you like fries with that?”
   

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9. BRAVO DMS
   BRAVO DMS
   Scarcity
   • Limited Time Only
   • “Last one in stock”
   

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10. BRAVO DMS
    BRAVO DMS
    Reciprocity
    • Birthday Cards from Dentist, Insurance Agent
    • Free Trial Period
    • Example: Rewards Cards
    

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11. BRAVO DMS
    BRAVO DMS
    Use them All!
    

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12. BRAVO DMS
    BRAVO DMS
    Questions
    

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