Podcasts about why people buy

Melina Palmer is founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. Melina obtained her bachelor's degree in business administration: marketing and worked in corporate marketing and brand strategy for over a decade before earning her master's in behavioral economics. A proud member of the Global Association of Applied Behavioral Scientists, Melina has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc Magazine. She teaches applied behavioral economics through the Texas A&M Human Behavior Lab and her first book, What Your Customer Wants and Can't Tell You, published in May 2021. Melina joins Mitch on this episode to share her knowledge and how our brain impacts the decisions we make in business (and in life) on a daily basis.  You can also watch a video of their discussion by visiting our YouTube Channel and be sure to subscribe and support our channel! For more general information about the podcast, send an email to info@beinhakerlaw.com To follow Mitch and the podcast, go to linktr.ee/beinhakerlaw. You can subscribe and listen to episodes on Apple Podcasts, Google Podcasts, Amazon Music and most other directories. Please review us whenever possible and thanks for your continued support! Sponsorships and paid guest appearances are available. Connect with us by email or on social media. The Accidental Entrepreneur is brought to you by Beinhaker Law, a boutique business & estates legal practice in Clark, NJ. To learn about shared outside general counsel services and how to better protect your business, visit https://beinhakerlaw.com/fractional-gen-counsel/ Please support our affiliate sponsors (https://beinhakerlaw.com/podcast-affiliates/). Also be sure to visit our new podcast store (https://beinhakerlaw.com/podcast-store/) to purchase affiliate services, guest merchandise and even podcast merchandise.  Yes, we have merch! Digital Accelerant - the digital business card that generates leads. Get a custom branded digital card with information and links to all your social media, email and other information. Text LAW to 21000 to connect with us and request more details. Fetch Internet. Fetch Pro is an app that creates a secure and high-speed mobile internet connection for laptops and desktop computers. Printify - the on-demand print shop to create your own merchandise without cost or the need to house inventory. The Accidental Entrepreneur is a trademark of Mitchell C. Beinhaker. Copyright 2018-2021. All rights reserved.

In Clear Focus: Melina Palmer is a Behavioral Economics consultant whose podcast, The Brainy Business: Understanding the Psychology of Why People Buy, is listened to in over 160 countries. We discuss Melina's new book, What Your Customer Wants and Can't Tell You, and how advertising professionals can benefit from understanding concepts including framing, priming, and herding. Melina provides practical applications of Behavioral Economics that maximize the impact of advertising and marketing.

Behavioral economics is the psychology of why people buy. It examines how people make decisions, understand what those decisions mean about your thought process, and ultimately tells us why someone makes a purchase. It is the true crossroads between economics, neuroscience, and psychology.  But what happens when we are “selling” a new idea—a new paradigm for our educational system and the future of our youth? How do we get people to buy in? On today’s podcast, I’m speaking with Melina Palmer, the founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. We are examining why going against the grain goes against our biology, why it’s hard to incite change in others, and what we can do about it. I’m also thrilled to announce that this is the one-year anniversary of the Education Evolution podcast! Thank you for taking this journey with me to shake up the status quo in today's educational system. About Melina Palmer: Melina Palmer is the founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes worldwide. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses.  Melina obtained her bachelor’s degree in business administration / marketing and worked in corporate marketing and brand strategy for over a decade before earning her master’s in behavioral economics.  A proud member of the Global Association of Applied Behavioral Scientists, Melina has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc. Magazine. She teaches applied behavioral economics through the Texas A&M Human Behavior Lab and her first book, What Your Customer Wants and Can’t Tell You, comes out next week. Follow Melina on Instagram, Facebook, Twitter, and LinkedIn. Jump in the Conversation: [4:05] Our brain’s familiarity bias and herding instincts slow school change [11:15] The HUGE role of the subconscious brain [17:48] Identifying hang-ups and hold-ups to sell an idea [21:05] Using metaphor to unpack subconscious fears [23:09] Understanding and addressing motivations [43:10] Melina’s Magic Wand: Schools nurturing curiosity (vs teaching kids out of it) [45:37] Maureen’s Take-Aways Links and Resources:   The Brainy Business book and free workboo Jon Levy’s book: You’re Invited TEDx: How to start a movement by Derek Siver Melina’s Episode 75: The Litterary Warren Burger’s book: A More Beautiful Question RQI: Question-storming with the Right Question Institute EdActive Summit for parents, youth, and educators (June 21-24 Email Maureen Facebook: Follow Education Evolution Twitter: Follow Education Evolution LinkedIn: Follow Education Evolution Maureen’s book: Creating Micro-Schools for Colorful Mismatched Kids Micro-school feature on Good Morning America The Micro-School Coalition Facebook: The Micro-School Coalition LEADPrep  

  Melina Palmer is founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. Melina obtained her bachelor’s degree in business administration: marketing and worked in corporate marketing and brand strategy for over a decade before earning her master’s in behavioral economics. A proud member of the Global Association of Applied Behavioral Scientists, Melina has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc Magazine. She teaches applied behavioral economics through the Texas A&M Human Behavior Lab and her first book, What Your Customer Wants and Can’t Tell You, publishes May 2021 WEBSITE https://www.thebrainybusiness.com PODCAST AND INC.COM COLUMN https://itunes.apple.com/us/podcast/brainy-business/id1404578385?mt=2 https://www.inc.com/author/melina-palmer SOCIAL MEDIA Facebook https://www.facebook.com/thebrainybiz/ Instagram https://www.instagram.com/thebrainybiz/ YouTube https://www.youtube.com/c/thebrainybusiness Twitter https://twitter.com/thebrainybiz LinkedIn (Melina) https://www.linkedin.com/in/melina-palmer-36ab8712/ LinkedIn (The Brainy Business) https://www.linkedin.com/company/the-brainy-business/ _________________________ About the CEO Rachid Zahidi is the CEO of Sentinel Background Checks and President of Sentinel Data Retrieval, LLC. He is the author of the book: The Business Immunity System-The Pitfalls & Side Effects of Data Handling, Privacy Issues, & Background Checks. He also currently serves as Learning Chair for EO Tampa; and previously served as Finance Chair, and Integration Chair for the Central Florida Chapter of Entrepreneur Organization. Expert appearances and contributions include being featured on CLTV Chicago, Fox Baltimore, Inc.com, Florida Trend, The Background Buzz, Octane Magazine, ESPN Radio and numerous other programs and publications discussing, hiring, due diligence and information security related topics. 

One of the biggest challenges every business owner faces is how to get customers to buy. In today's show, we've got some incredible brain hacks and messaging techniques that help you make more sales - and I guarantee you've never heard these before! Melina is the founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. Think about this … Are you charging the http://giftbizunwrapped.com/episodes/maker-to-master-5 (right prices) and are they nudging customers to buy? Are http://giftbizunwrapped.com/episodes/pastamamas (your brand)’s nuances sending the right signals to your customer’s brain? Melina teaches applied behavioral economics through the Texas A&M Human Behavior Lab and her first book, What Your Customer Wants (And Can’t Tell You), is scheduled for publication in May 2021. BUSINESS BUILDING INSIGHTSMake it easy for customers to find what they want or they will get overwhelmed and go somewhere else. Everything about your business should be relatable to your ideal customers right down to your logos, colors, and fonts. Build http://giftbizunwrapped.com/episodes/bluegrass (positive experiences) for your customers. Surprise and Delight moments can erase bad experiences. Think of your Brand as a memory - a collection of the http://giftbizunwrapped.com/episodes/naturalannieessentials (experiences people have with you). Extend beyond that negative point so that at the end people are happier with their overall experience with you even if something that was a little bit bad happened. How To Get Customers To BuyGuide people to go in the right direction in the way you present information. It's called 'choice architecture.' Choice is all about context. And the way it is presented makes a difference. How you present something should be worded or framed in a way that resonates with your specific ideal customers. The subconscious brain is very literal and will take big font equals big price. That goes together with small font equals small price. Keep product titles simple and clear. If you use adjectives, keep it short and snappy. Use images that demonstrate experiences in product descriptions and promotions so people can imagine how it will feel. Think about what you want buyers to feel and use words that convey that feeling in your descriptions. 

They provide behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. Melina obtained her bachelor’s degree in business administration: marketing and worked in corporate marketing and brand strategy for over a decade before earning her master’s in behavioral economics. She has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc Magazine. She will begin teaching applied behavioral economics through the Texas A&M Human Behavior Lab in fall 2020 and her first book, What Your Customer Wants (And Can’t Tell You), is scheduled for publication in May 2021Learn More: http://www.thebrainybusiness.comInfluential Influencers with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-melina-palmer-founder-and-ceo-of-the-brainy-business

They provide behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. Melina obtained her bachelor’s degree in business administration: marketing and worked in corporate marketing and brand strategy for over a decade before earning her master’s in behavioral economics. She has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc Magazine. She will begin teaching applied behavioral economics through the Texas A&M Human Behavior Lab in fall 2020 and her first book, What Your Customer Wants (And Can’t Tell You), is scheduled for publication in May 2021Learn More: http://www.thebrainybusiness.comInfluential Influencers with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-melina-palmer-founder-and-ceo-of-the-brainy-business

In this episode, Joe had the honor and privilege of welcoming Melina Palmer to the lounge. Melina is the founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business: Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. She also runs the Behavioral Economics & Business column for Inc Magazine. During their discussion, they talked about how the brain interprets things and operates, the biases that drive us, and Melina provided tips on how to escape the blahs and become more productive. Melina's Book Recommendations: A More Beautiful Question – Warren Berger: https://amzn.to/2G1F6jh Follow Melina here: Website: https://www.thebrainybusiness.com Podcast: The Brainy Business | https://itunes.apple.com/us/podcast/brainy-business/id1404578385?mt=2 Facebook: https://www.facebook.com/thebrainybiz/ Instagram: https://www.instagram.com/thebrainybiz/ Twitter: https://twitter.com/thebrainybiz LinkedIn: https://www.linkedin.com/company/the-brainy-business/ YouTube: https://www.youtube.com/c/thebrainybusiness LLAMA LINKS Website: http://www.llamaleadership.com LinkedIn: https://www.linkedin.com/company/llama-leadership Facebook: https://www.facebook.com/LlamaLeadership Instagram: https://www.instagram.com/llamaleaders/

Without sales, your business won't grow. And (more importantly) without the skills to influence people to buy, you'll have no sales.  So if you're ready to skill up and have the power to influence others to take action, keep scrolling.  Below you'll discover precisely what you need to do to get people excited and wanting to buy into your idea, product, or service.  How To Be An Influential Leader  A scarce resource of today is, without a doubt, positive influential leaders.   People tend to think that influential leadership is meant only for government officials, corporate executives, or the social media influencer.  But, real influential leadership starts at home.  To become an influential leader, you must first understand that the power resides within. Decide that it's there and that you'll do whatever it takes to unleash it's power so that you can positively get people excited to want to take action. Watch this video for more. https://youtu.be/CjMdHW04sNg  Why People Buy As much as we'd like to pride ourselves on being rational, logical decision-makers, the truth of it is, is that we are emotional creatures.  People buy primarily based on how they feel. It's our human nature to makes decisions that drive us towards pleasure or away from pain.  We'd love to say that we make purchases solely on logic. However, we buy something more often than not because we want it, not because we need it -wanting what we think it can do for us.  If you're going to influence others to buy, you must first understand how your product or service will provide a solution in their life—leading them either towards pleasure or away from pain. How Long Does It Take To Influence Someone To Buy? How long it takes someone to buy depends on your ability to navigate them through these five checkpoints.  Checkpoint #1 - Identify The Core Problem Help your prospective client articulate their core problem. Any great influential leader trying to help someone else take action understands that person individual's core problem.  And before you start trying to convince them to buy, you must identify if their core problem aligns with the product or service you would present to them. If not, then stop right here.  If your prospect's core problem does not align with your solution, they are not your client. Because as Legacy Leaders https://www.BecomeALegacyLeader.com , we're all about selling authentically.  We're not in the business of selling to the market. We are in the business of helping others solve problems.  If their core problem aligns with a solution you offer, you need to dig deeper to uncover what potential objections they might present.  Checkpoint #2 - Press On The Pain Once you've qualified your prospect and discovered a few fundamental objections, now it's time to stir up the pain.  Wounds heal best in the open air. It's your job to act as the doctor and to remove the bandage.  Whether the pain is physical, mental, or emotional, you must rip off the bandage and expose the hurt.  People often walk around either ignoring or are utterly blind to their pain. But because they have this core problem that you, your product, your service, and your idea can solve, it's your job to press on the pain.  As a leader who influences people to buy, it is not your job to solve any problems during the discovery phase. Checkpoint #3 - Push The Edge  Once you've identified their core problem, you've pressed on the pain; now it's your job to take the pain to the edge. Show them what the future will look like if they don't address this issue if they don't take action. What you're trying to do here is you're trying to associate the amplified pleasure or the alleviation of the pain of their core problem with your product, your service, or your idea. Paint that picture of inaction and what life will look like if they stay stuck, where they are ignoring the issue and doing nothing.   The is NOT the time to 'dress the wound' (solve the problem). This is the time job to remind them why they are hurting.   It sounds cruel, but it's a necessary part of healing. And vital to closing the sale.  Checkpoint #4 - Paint The Picture of Possibility Identity, and reiterate the emotional reasons as to why they should take action now. Pivot and begin to paint the picture of possibility.  Use words like imagine, imagine in a year from now how much your life, your business, your bank account could transform.  Checkpoint #5 - Test The Close When it comes time to ask for the sale, be sure to infuse a little scarcity. For example, "Enrollment doors will be closing soon. or There's a discount, but it's only available for this specific time act now and gets a bonus." When you can infuse an element of scarcity, it will increase the likelihood of wanting them to take the next step, pull out their credit cards, do business with you, or follow you. And to help you build out that bigger vision.  Use These 4 Tools of Influence  Now for the four must-have tools of influence:  #1 - Build Rapport - Rapport is when you can quickly and deeply connect with another individual, and you get them to say to themselves, "I like you."  There are many different tactics and strategies to get the job done when it comes to building rapport. Including, but not limited to, match on action, gift-giving, compliments, or even an insult (although I don't generally advise this).  Rapport is a power tool. And if you don't know how to master it, then stay close because it's a conversation we're going to be having in an upcoming episode. SUBSCRIBE TO THE ONLINE BUSINESS CLINIC NOW  #2 Open-Ended Questions: People love to talk about themselves. When you can ask open-ended questions that lead to your offer, this builds rapport and helps to influence them to conclude that doing business together is a good idea.  #3 - Be Congruent - Your thoughts, words, and body language need to be congruently pointing the prospect towards yes.  When you believe that the sale is a good fit, they'll believe in it too and will be more likely to buy.  #4 - State Management - To successfully influence people to buy, you must manage your state. Even if you're not feeling like presenting your offer at the moment, if a prospect's in front of you, you need to get yourself in a particular state to be a service, to be able to properly pitch that idea, product, or service to that prospect.  If you can manage your mental state and then transcends through your physical condition and then comes through in the way you present these, this will be one of those four must-have influential tools to convert prospects to buyers successfully.  We cover this in-depth inside of The Legacy Leaders Academy. To learn more click here.  Questions To Answer To Convert Prospects Into Buyers Your prospective buyers are asking themselves questions internally. If you can provide the answers to these core questions throughout your sales presentation, you're 10x more likely to close the sale.  What is this product?  What's in it for me? Can you prove that it'll help me?  Will it give me what I want or what I need?  If I do this, will it be worth it?  Do I need this? And finally...What will other people think of me or say about me?  And yes, that matters. People care. Even in their internal dialogue, they care about what their spouse thinks, their business partner feels, or what their children will think of them. So be sure that concern in your presentation.  Your Success Exercise: Now grab a pen and paper.  Think of three things that you have recently bought and then identify, is it something that I bought because I wanted it, or because I needed it.  Then think of three things that you thought you wanted to buy but didn't.  Why didn't you? What was it about the sales process about what the salesperson said or didn't say that stopped me from actually pulling out my debit cards or credit cards or cash and investing in that product service or idea. It will take a little time to do this, but trust me, it's worth it.  Suppose you can sell yourself on that particular item by the end of the exercise. Doing so will make you much better of a salesperson.  You'll be a positive influential leader who can excite people and get them to take action, to follow your movement, to invest their time and energy into building out your idea or buying your product or service.  Now I'd love to hear from you. Please take a moment to drop a comment below and let us know one thing you took away from this article.  And remember, much of becoming an influential leader in selling is a mind game, so keep striving to master your mind and live your legacy.  ⏰TIMESTAMPS 00:00 How To Influence People To Buy 1:29 Why People Buy 3:48 What You Need To Do To Get People To Buy 5:47 How To Get People To Take Action 6:50 How To Present Your Offer 8:56 Sales Strategies That Work 9:59 Question To Ask Your Prospective Client 11:52 How To Be An Influential Sales Rep 13:26 Answers That You Need To Give Your Prospect In Order To Close The Sale LINKS & RESOURCES MENTIONED: https://www.molllyannluna.com https://www.LegacyLeaders.Academy https://www.BecomeALegacyLeader.com    Get your free Step Up copy here: https://www.mollyannluna.com/stepup Grab the show notes at MollyAnnLuna.com/podcast #74 Connect with Molly Ann Luna on Social: @mollyannluna Youtube version of the episode: https://youtu.be/45jEiuXroZ0

Today, I had the honor of speaking with Greg Nanigian, a 34 year sales and sales management trainer that is affiliated with Sandler Training and author of the book Why People Buy. In this episode, Greg shares the Sandler Sales Methodology on how to sell without being "salesy", how to apply sales into growing your short term rental management business, why everyone is a salesperson, showing the technique of "negative reverse selling", and much more.

Melina Palmer is founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. Her podcast, The Brainy Business:Understanding the Psychology of Why People Buy, has downloads in over 160 countries and is used as a resource for teaching applied behavioral economics for many universities and businesses. Melina obtained her bachelor’s degree in business administration: marketing and worked in corporate marketing and brand strategy for over a decade before earning her master’s in behavioral economics. She has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc Magazine. She will begin teaching applied behavioral economics through the Texas A&M Human Behavior Lab in fall 2020 and her first book on the subject is scheduled for publication in April 2021. Topics During this interview, Melina and I discuss the following topics: Her background and storyWhat behavioral economics isHow to use behavioural economics to enhance team communicationWhy does behavioral economics matter to businesses and individuals?How leaders can overcome their subconscious biases For the complete show notes because to check out our website: https://movingforwardleadership.com/141

The thing is…You Can Not Get The Sale, Unless You Ask For it!! Learn the simple yet effective, Hard Close technique to turn your prospects into happy, paying clients! If you missed Part 1 - The Soft Close - Go back and listen to that first. It will give you a better understanding of the importance of "The Pause" and "The Ask" Top 3 Hard Close Techniques 1. The option close - "would you like red or blue?" "Do you want to get one or buy 2 get one free"  2. The suggestive close - "based off what you told me, this will work best for you and you'll need 3 boxes to fill the needs of your project." - Then you go and grab the product and start ringing them up. OR simply grab the pen and start filling out paperwork. 3. The Urgency Close - share you limited time offers, sales, limited products, etc. **You must be presenting these more "assertive closes" from a "matter of fact" place of abundance. If a prospect feels like you are feeling pressured or in a place of scarcity, no technique in the world will help you get the sale because you are then trying to sell rather than serve. **Be sure you are 100% confident in your product, not necessarily your sales presentation but in your Product/ Service. Confidence in your presentation will come with time but be 100% secure in the value and quality of your product. Join Our Women in Sales Community!! The Psychology of Why People Buy 

The thing is…You Can Not Get The Sale, Unless You Ask For it!! Learn the simple yet effective, Soft Close technique to turn your prospects into happy, paying clients! The Formula for a Successful Soft Close Pitch- 11 Minutes What most people do Why most people do it Address Guarantees or Warranties (if available)  Pause “Are you ready to move forward?” “Does that sound like a good fit?”  whatever your ASK is. Pause  Join Our Women in Sales Community!! Qualifying Questions   The Psychology of Why People Buy 

Are you the the Direct Sales and/or Network Marketing? Perfect! This is a MUST LISTEN to episode! In this episode Sarah and Sharon dive deep into the direct sales and network marketing field and have a REAL discussion about the struggles & success with it. Specifically, they discuss how to use the Why People Buy™ Training to grow the 4 R's in this industry: Rank, Revenue, Recruiting, & Retention. Make sure to listen up and share it with your team. You are going to want them to hear this! For more info about Why People Buy™ for Network Marketing & Direct Sales visit: https://whypeoplebuy.sarahandsharon.com/network-marketing

In this episode of Why People Buy, Sharon and Sarah discuss how to use the buying personalities specifically in the health and wellness industry. An industry that is now worth 4.2 trillion dollars globally and is only expected to go up from there. Listen in to find out how to speak the 4 different buying personalities in this money making industry.

In this episode of Why People Buy, Sarah and Sharon talk about buying personalities, what they are, why you need them & how learning this one skill could completely transform not just your business, but your career, your relationships and your own entire life.

How to Sell Anything to Anyone! Learn how to sell anything to anyone by understanding the Psychology of Why People Buy. Learn the psychology and then weave these motivators into every sales presentation to increase your sales 10 fold with less effort! FREE 3-Part Confidence Building Course https://www.shanellekunz.com/free-training-shanelle-kunz/ Have Questions?? Leave a comment on my blog https://www.shanellekunz.com/sell-anything-to-anyone-why-people-buy-psychology/ or on my latest post: https://www.instagram.com/shanelle.kunz/

Welcome. We are so excited to start this amazing journey with you discovering the secretes to why people buy. But first we wanted to introduce ourselves. "Hi, Im Sarah" the daughter and "Hi, I'm Sharon" the mother. And welcome to our first ever podcast of Why People Buy.

Greg Nanigian, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at find your prospect's pain, a compelling, emotional reason to change. Get the best practices collected from around the world. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Get Greg's book, Why People Buy: https://shop.sandler.com/books/why-people-buy 

It's heartbreaking but some niches never pay off. They just don't ever get off the ground really.And it's confusing because they are often about topics everyone cares about or targeting audiences that NEED so much help.But that's part of the problem.When people buy support to get what they need they'll most often turn to free resources or to known resources like therapists or doctors.It's WANTS that inspire investment in programs that lead to personal transformation and most other expensive services and products.WANTS drive investment in things and experiences, not needs.Seekers and Non-SeekersSeekers are what I call the type of people who invest time and money from their own pocket into their personal and professional growth.Coaches are seekers.Seekers:Are driven by their desire to make a meaningful contribution to the world.Have social personalities (even if they are introverted) and enjoy influencing others.Are always actively working on themselves and their top goals.Want to become masters at what they do.Buy and read self help or educational books.Will go to an experiential weekend retreat and invest a bundle in it.Pay for vocational training, like coach training, so they can do something they really want to do.Not all people are attracted to those things. Sometimes it's circumstantial. Sometimes it's behavioral.3 Types of Non-Seekers1. People who were taught to be fiercely self-reliant.2. People who invest most of their time and money on things they value more than their own personal growth.3. People who don't value themselves highly right now for whatever reason.So you can see it's important to consider whether your target audience is full of seekers or not. Popular But Usually Profitless Coaching NichesI'm about to list some audiences who are not generally seekers, which means they are less likely to invest in hiring you to help them overcome problems and reach goals.Full time stay at home momsThey invest time and money in their kids. Yes, they'll love your free stuff and Facebook groups but they won't consistently or significantly invest in support to be a better mom, live a more balanced life, or to thrive in motherhood.A client once came to me who had put 5 years into building a coaching business focused on moms. She is a highly intelligent go-getter who diligently tried every marketing approach. She had great programs, products, freebies, an effective website. She had a big list of moms but few bought anything she sold and usually only something very low cost. It was heartbreaking for her. She had to abandon it.Another client decide to work with mom entrepreneurs. That was different because the focus was helping them to build their business and still have energy for family. The goal to build a business shifted their behavior from the non-seeker to seekers.Empty nestersThese people do have real challenges but the state of being an empty nester won't inspire them to invest in programs to get through that experience unless they already know they want to fill their time with a business venture. Again the shift from empty-nester to business owner changes the buying behavior.DivorceesThere is no doubt these people could use some help. I've seen many coaches try this audience and not make a good living at it. The only exception was a lawyer who became a coach. She had ready access to newly divorced individuals through her colleagues and past clients who valued her.RetireesWealthier retirees might invest in experiences. But the average retiree is holding onto their money or spending it on children and grandchildren.Doctors & LawyersThese types of professionals have a self-sufficient personality. They might engage

Why do businesses do the things they do? What makes people make certain life decisions? Melina Palmer is the host of the The Brainy Business Podcast, which explores concepts of behavioral economics, and why people buy (or don't buy) certain items.  Consumers are weird. They don't do what they say they will do and don't act how we think they"should." Enter Melina Palmer, a sales conversion expert with a personal mission to make yourbusiness more effective and brain friendly. In her podcast, The Brainy Business: Understandingthe Psychology of Why People Buy, Melina showcases how she translates the complexconcepts of behavioral economics (the study and science of why people buy - or not) andprovides simple, actionable tips you can apply right away in your business. Whether you're asmall business or thriving corporation, Melina's tips can help your business increase sales andget more customers. To learn more about Melina, visit: http://thebrainybusiness.com/about/ To learn more about Houston Money Week visit: www.Houstonmoneyweek.org   http://www.cheatsheet.com/personal-finance/how-schools-can-improve-their-personal-finance-education.html/ Financial Advisor Magazine Articles: http://www.fa-mag.com/news/advisors-stay-the-course-amid-monday-s-market-drop-22864.html?section=3  http://www.fa-mag.com/news/on-it-s-80th-anniversaryadvisors-consider-social-security-s-impactfuture-22784.html?section=3 You can listen live by going to www.kpft.org and clicking on the HD3 tab. You can also listen to this episode and others by podcast at: http://directory.libsyn.com/shows/view/id/moneymatters or www.moneymatterspodcast.com #KPFTHOUSTON #HoustonMoneyWK #thebrainybiz

We all want to make money but it can be confusing to know what people will pay for. Cat talks through The Buyer's Circle and reveals we're actually a lot less complex than we like to think! Show notes at http://catleblanc.com/ybyr19

Greg Nanigian, Sandler trainer from Boston and new author of Why People Buy, joins us to talk about the best practices for uncovering Pain. You will learn how to discover why people buy and what to do about it. Greg shares how to start sales conversations that close deals and how to uncover the emotional reasons people buy from you. Learn how to succeed at finding pain! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018 Don't forget to subscribe and leave us a 5-star review in iTunes!

Do you struggle to attract paying clients? The truth is, it may not be that you can't find them. It may be that you don't understand WHY PEOPLE BUY...from YOU. Find out what your clients are REALLY looking for from you and why it may not be what you think. It's time to CLAIM and OWN your CEO status, your personal influence, and your profit-generating business success. Join me today and everyday on Facebook #livestream between 5-6 pm pst. Sign up for the Masterclass to discover your own FIVE FIGURE FORMULA - http://tinuurl.com/tg-5FF Join the group of entrepreneur change makers - lighting up the world with change http://tinyrul.com/genius-club