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Psychology of Sales

Psychology of Sales

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

Omar Bravo

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

    View Slide

  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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