Course curriculum

    1. Introduction

    2. Understanding Buyer Psychology

    3. Whats Drives Buyer's Behavior

    4. Types of Buyer's Behavior

    5. How to Identify Buying Behavior

    6. Definition of Stress

    7. Definition of Defensiveness

    1. Intrinsic Motivation (Based on Personal Wants and Needs)

    2. Extrinsic Motivation (Based on External Factors)

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    3. Price Motivated Buyers

    4. Value Motivated Buyers

    5. Selling Features & Benefits

    6. Brand Loyalty

    1. Need

    2. Want

    3. Desire

    4. To Keep Up with Others

    1. A Fair Price

    2. The Right Vehicle

    3. The Right Salesperson

    4. The Right Dealership

    1. What is a Buyer Persona

    2. How to Discover a Customer's Persona

    3. Questions That Invoke Fear and Defensiveness

    4. Questions That Invoke Excitement

    5. You Will Never Get Rapport

    6. The Customer Will Never Trust You

    1. Fear of Loss

    2. Emotion vs. Logic

    3. Buyers' Suspicions

    4. The Value of the Visual

    5. The Value of the Story

About this course

  • $79.00 / month
  • 44 lessons

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