00:00:05
if you want to convince someone,
00:00:07
use their own arguments.
00:00:09
Listening to your interlocutor,
00:00:11
listening to your customer,
00:00:13
it will allow you to better understand what they attach importance to,
00:00:17
what motivates them.
00:00:19
Species is an acronym for our main motivational drivers.
00:00:30
I for innovation,
00:00:32
E for environment,
00:00:33
and S for sympathy.
00:00:36
If you are looking for comfortable trousers,
00:00:39
that have been designed while respecting the environment,
00:00:44
You will not buy the same trousers as if you
00:00:46
are primarily looking for trendy innovation and inexpensive economy.
00:00:51
Each individual has their purchasing motivations
00:00:54
according to their value system,
00:00:57
so the more your product,
00:01:00
fills the motivators of the individual in front of you,
00:01:04
the more you will convince them.
00:01:06
Before exploring the seven letters of species,
00:01:09
I will recall two things one,
00:01:12
To know the motivation of your interlocutor,
00:01:15
you need first to listen to them
00:01:18
and to question them intelligently.
00:01:21
each salesperson and speaker is responsible for their ethics.
00:01:26
When you value the safety or the comfort or
00:01:29
the unbeatable price of your project or product,
00:01:32
are you genuine?
00:01:34
Convincing with lies or exaggeration is manipulation.
00:01:38
It can only work in the short term.
00:01:41
In the long term,
00:01:42
this does not benefit any of the players involved.
00:01:47
let's decipher the species model.
00:01:53
Does this project,
00:01:56
preserve my safety?
00:01:58
The interlocutor with the security profile seeks to minimize the risks.
00:02:03
They will trust certain brands or certain sellers.
00:02:07
Reassuring them will be essential.
00:02:10
How to reassure them.
00:02:12
By promoting proof,
00:02:15
durability after sale service,
00:02:18
guarantee them that everything will be fine
00:02:22
when faced with someone for whom the safety criterion is essential,
00:02:27
suggests several scenarios,
00:02:29
even a plan B for a project.
00:02:32
Tell them that they can take a sabbatical to start a business
00:02:36
which guarantees them to get back their job at their
00:02:39
former company in case their business does not start.
00:02:43
Show them customer reviews and positive references on your website.
00:02:48
Enhance the handling and braking system of a car.
00:02:52
Security is one of the basic human needs.
00:02:55
Many people who do not have strong internal security and confidence will need
00:03:01
the salesperson or speaker to guarantee them
00:03:04
maximum security for each purchased product,
00:03:08
each undertaken project.
00:03:11
To get them to take action to trigger the purchase,
00:03:14
they will need to be reassured.
00:03:17
How to convince with the species model P for pride.
00:03:22
The term is a bit excessive.
00:03:24
We could replace it with self-esteem.
00:03:27
Everything that allows us to feel recognized,
00:03:30
everything that contributes to our identity and radiance in society.
00:03:35
This profile needs to be valued by the speaker or salesperson facing them.
00:03:40
They need to feel important,
00:03:45
They are often sensitive to flattery.
00:03:47
They will buy a product for aesthetics for the high price.
00:03:51
They will give importance to the brand
00:03:53
and to the social gaze that any action or product can give them.
00:03:58
Some profiles which need to be valued will choose quality.
00:04:01
Others will make sure to follow the trend of fashion.
00:04:05
To follow the fashionable journalist or artist to buy the trendy clothes,
00:04:10
words like notoriety,
00:04:15
high-end design will spark their listening.
00:04:19
For these profiles,
00:04:20
it is important to let people know
00:04:23
the right purchases that they listen to the right radio program,
00:04:28
that they read the right book,
00:04:30
that they wear the right band of shoes,
00:04:33
that they drive in a Mercedes.
00:04:35
The car is often an important element for these profiles because it is a showcase
00:04:40
that everyone can see.
00:04:43
How to convince with the species model.
00:04:47
Economy is a constant decision factor in purchasing decisions.
00:04:52
Online shoppers say that their primary interest in buying on the internet
00:04:56
is the price advantage.
00:04:58
They often have the opportunity to use price comparison for air flights,
00:05:04
to choose the best insurance,
00:05:06
or they will choose Amazon type purchasing centers to insure the best price.
00:05:13
the economy criterion must be put into perspective.
00:05:17
Only 36% of online shoppers systematically take price into account
00:05:23
in their purchasing decision.
00:05:25
Money can therefore motivate or hinder
00:05:30
Are you one of those who buy more easily because this is a unique opportunity,
00:05:36
because there is an exceptional promotion,
00:05:39
because at the end of the negotiation you obtained a discount of 5%,
00:05:44
or are you one of those who are suspicious when it's not
00:05:48
expensive and will choose the service or product at an average price?
00:05:52
Would you even choose the most expensive product because you
00:05:56
think that this more expensive product is of better quality?
00:06:00
Do you first choose a job based on salary?
00:06:03
Are you ready to increase your employee's
00:06:05
salary above average to boost their motivation?
00:06:09
The relationship with money is not easy.
00:06:12
Some people really want the cheapest product
00:06:15
because their financial capacities are limited.
00:06:18
Others absolutely want to get the best rate
00:06:20
so they don't feel like they're being fooled.
00:06:24
Most buyers are actually looking for the best value for money purchase.
00:06:29
A good salesperson will know how to make their prospect understand
00:06:34
that they are not incurring an expense but making an investment.
00:06:38
The seller will know how to show them all the
00:06:41
benefits of the service or product they are selling.
00:06:44
They will be able to honestly justify the
00:06:47
price differential according to these differentiating benefits.
00:06:51
You will get the attention of the profiler sensitive
00:06:55
to the economy criterion using words like promotion,
00:07:03
return on investment,
00:07:05
long term profitability,
00:07:06
value for money.
00:07:08
Note that in a few seconds your computer will soon be able to compare
00:07:12
all the products and services.
00:07:14
You won't have to do long comparative research anymore
00:07:18
at equal quality.
00:07:20
It will help you find on the web the one that offers the best price.
00:07:24
Many overpriced brands will certainly disappear.
00:07:28
How to convince with the species model?
00:07:33
Profiles sensitive to comfort can be on different areas,
00:07:37
physical and psychological.
00:07:40
If this is important to you,
00:07:41
you'll be willing to sacrifice the aesthetics of clothes
00:07:44
to feel comfortable in your trousers or shoes.
00:07:48
You will follow vendors and speakers who provide
00:07:50
you with this physical and psychological comfort.
00:07:54
You will love any idea,
00:07:56
or product that will minimize stress in your life.
00:08:00
When a company promotes quality of life at work or hires a chief happiness officer,
00:08:06
it is riding the wave of comfort,
00:08:09
a simplified computer platform so that you have as little hassle as
00:08:13
possible with your computer installation and the use of your application.
00:08:18
Robots and machines that make your life easier.
00:08:21
Home robots that will do the work for you with easy to use instructions.
00:08:26
Production and service companies understand that
00:08:29
in today's stressful and hectic environment,
00:08:32
it is essential to relieve stress and save time.
00:08:36
Saving time is in fact the second most important motivation
00:08:40
for the buyer who chooses to order online.
00:08:47
This is what the comfort profiles are looking for.
00:08:50
They will be willing to pay the price for it.
00:08:53
They are looking for simplicity,
00:08:57
They listen to the speakers who sell them a simpler and happier life.
00:09:01
They read the books on meditation,
00:09:04
buy the comfort pack with after sales service included,
00:09:07
dream of living far from the city.
00:09:10
They want to be in contact with salespeople who will
00:09:13
make them feel good by their simplicity and clarity.
00:09:17
Facilitate their purchasing experience.
00:09:20
Tell them calmly that your product is easy to use.
00:09:23
Use words such as well-being,
00:09:30
and you will get them to listen.
00:09:33
How to convince with the species model?
00:09:35
I as innovation.
00:09:37
Innovation is often associated with pride.
00:09:41
both can flatter the ego and fuel self-esteem.
00:09:44
The innovation profile is usually curious.
00:09:47
They have a taste for novelty,
00:09:50
for the unknown.
00:09:52
They like to discover,
00:09:54
renew themselves.
00:09:56
Some people buy the latest iPhone for the pride,
00:09:59
others to taste change.
00:10:01
Those will discover what the version brings more.
00:10:04
They will test everything.
00:10:07
the best is yet to come.
00:10:09
Each new version of a product attracts them.
00:10:12
They are often keen on new technology,
00:10:15
but that could also be the latest TV series or the latest energy therapy.
00:10:20
You tell them about an innovative product,
00:10:23
about an innovative stream of thought,
00:10:25
and their curiosity is heightened.
00:10:27
The answer comes from the future and not from the past.
00:10:30
It will bring renewal,
00:10:32
It will help get out of the routine for a while until a new craze takes over.
00:10:37
They don't follow fashion like the proud.
00:10:41
Tell them about the electric car,
00:10:43
about innovation,
00:10:45
test version or version 3.0,
00:10:48
about originality.
00:10:49
Tell them they are pioneers at the forefront of change,
00:10:53
and you will have their full listening.
00:10:55
How to convince with the species model E for environment.
00:11:00
This is a new criterion that can tip the purchase.
00:11:04
It is based on values around ecology,
00:11:06
protection of the planet,
00:11:08
respect for humans,
00:11:09
sustainable development,
00:11:12
protection of small businesses,
00:11:14
protection of privacy,
00:11:17
The labels are multiplying to reassure customers and consumers on these criteria.
00:11:23
Buy local and organic.
00:11:24
Make sure that the product has not been made by children.
00:11:28
Avoid strengthening the monogamy of Gatham,
00:11:33
Apple and Microsoft,
00:11:38
Uber Companies align with ISO standards which scrutinize companies for quality,
00:11:49
and even analyze the suppliers and customers they work with.
00:11:54
Being aligned with the latest ISO standards enhances them in the eyes of customers.
00:11:59
E for environment.
00:12:01
Some young people will select their company based on these criteria.
00:12:06
Does the company respect the environment?
00:12:09
Does it have the ISO label?
00:12:11
What about CSR corporate social responsibility?
00:12:15
Does the company invest in noble causes?
00:12:18
How to convince with the species model?
00:12:23
With the environmental aspect that we have seen before,
00:12:26
this is a criterion that can make the difference
00:12:29
when our computer makes its list of proposed purchases.
00:12:33
Sympathy is a secondary motivation,
00:12:36
but it can tip buying.
00:12:39
the relational can change the buying criteria.
00:12:43
We buy an apartment on a whim.
00:12:45
We buy a craft object because the artist passionately showed us how he or she made it.
00:12:51
We buy a flower dress in sunny Caribbean islands,
00:12:54
a dress that we will never put back on.
00:12:57
We buy beauty products from the institute where we just had a massage.
00:13:02
The positive emotion aroused by the product,
00:13:05
the seller or brand,
00:13:06
removes barriers to buying sometimes against pure logic.
00:13:10
The attitude of the salesperson or speaker is therefore essential.
00:13:14
It can either add oil to the cogs of conviction or make them creak.
00:13:21
Conveying a smile,
00:13:25
free advice can build a relationship of trust that
00:13:28
can go as far as a form of friendship.
00:13:30
We want to spend time with those who make us feel emotionally good.
00:13:35
We want to talk to them and listen to them.
00:13:38
The younger generations say they are very sensitive to the work environment.
00:13:42
They will favor a company where relationships are positive,
00:13:46
where they can have fun working together.
No elements match your search in this video....
Do another search or
back to content !
