1. Objectives: Understand buyer motivation types Demonstrate proper sales role with focus on customer satisfaction Make connection between sales success and life success It’s Coming... 5 th Annual Hypnotist Show Benefits Ronald McDonald House Friday, December 14 th 7:00 PM PAC $8.00 pre-sale, $10.00 at the door

2. What motivates buyers to purchase? Rational Motive – logical, conscious reason Emotional Motive – based on feeling experienced through association with a product Social approval, recognition, power, love, prestige, etc.

3. 1)Sell benefits toward the motives 2)See your role as helper or educator Reminder: what is the goal of selling? To help consumers make satisfying buying decisions Is this guy really a salesperson?

4. Assignment: 1)Retrieve your list of 5 products from #2 Notes – Features & Benefits. Pick two of them. For each write a rational and emotional buying motive (5 minutes maximum) 2)Take your paper and pen with you. Partner with someone you don’t know very well. 3)Silently (no talking to each other), write down a.The kind of car they would buy if money were no object b.The one store they would shop at with a one-time $1000 bill c.The one place they would go on a 2-week fully paid vacation Stay silent until prompted, then give feedback on how well they did and what you would really want 4)Discussion: If you had to sell the Together Everybody Achieves More rock by the end of the day to that person, what would be your strategy?