CONSUMER BEHAVIOR AND THE COMMUNICATION AGENDA

268 words
196	One Syllable Words
52	Two Syllable Words
20	More Than Two Syllable Words

Small words work!
Consumer Behavior

• The set of actions that make up an individual's consideration, purchase and use of products and services.
• Includes the purchase as well as consumption of the products and services.
• What is motivating the customer to buy. This enables you to convert features into benefits for that particular individual
• In which step of the purchase decision process is the buyer.

The Message Itself
Evaluating the Prospect's Decoding

• Words
• Distractions
• Timing
• Interruptions
• Technical Erudition
• Poor Listening Habits
• Make Use of Feedback - your message has been transmitted successfully when the prospect's understanding of the message is the same as yours.

SELLING WITHOUT WORDS (NONVERBAL COMMUNICATION)

Visual communication the expresses majority of a person's feelings and emotions
Kinesics
Kinesics

1. Body language includes facial expressions, shifts in posture and stance, as well as the movement of body limbs.
1. Understand the Body Language of Gestures
2. Body Signals
3. Hand Movements
4. Your mannerisms should be calm and unhurried.
2. Facial expressions convey a larger percentage of the nonverbal message than body movement does.
3. If you can read a prospect's body language and control your own body signals then you are more likely to be understood.
4. Warning signals that the prospect is either not understanding or not accepting the message.
1. Rubbing the nose.
2. Leaning back in the chair with hands behind the head.
3. Resting the head in the hands with elbows on the desk.
4. Finger under collar or rubbing back of neck.

5.The nonverbal dictionary.
6.Analyzing the walk.
7.Biomotion lab.