CONSUMER BEHAVIOURAL PSYCHOLOGY
Program Type: In-person. Teams of 8+
Concern: Sales, Customer Facing, Supervisors, Managers, Direct Sales
“The smallest facial movement can speak volumes if you know how to interpret it”
PRICE AND VALUE ARE INHERENTLY DISTINCT CONCEPTS.
CONSUMER BEHAVIOURAL PSYCHOLOGY
Learn to interpret facial expressions to recognize emotions, concealed feelings, and unawareness of emotions.
Psycholinguistics examines how word choice influences thinking and behavior, affecting perceptions and actions with different terms.
Psychological pricing impacts consumer behavior and quality perception. Effective price positioning, like left digit pricing (e.g., tl799.99 vs. £800), is crucial for influencing buying decisions, though many consumers are aware of these tactics.
COURSE OUTLINE
PROFFER FOR SELLING LUXURY
The course program covers the history of luxury, the understanding of psychology and mindset, credibility and charisma, HNWI behaviors, handling difficult individuals, connecting with HNWIs, power dynamics, the influence of language, high-net-worth client expectations, active listening, responsive interaction, as well as lateral thinking and critical analysis.
THE CRAFT OF BUILDING RELATIONSHIPS IN LUXURY SALES PSYCHOLOGY
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- Eye movements
- Head movements
- Mouth movements
- Breathing monitoring
- Chin movements
- Micro gestures & facial expressions
LANGUISTIQUE PSYCHOLOGY
- Assertive language
- Comprehending psycholinguistics
- Alternative words
- Influential terms
- Refined vocabulary
- Persuasive vocabulary
PRICING PSYCHOLOGY
- Price psychology
- Reverse partitioning effect
- 99 effect
- Left digit effect
- Precision effect
- Whole numbers or decimals?
- Comma effect
- Verticality effect
- Compromise effect
- Anchoring effect
- Discounting effet
- Left/right digit effect