Objectives:

At the end of the lesson, participants will be able to:

1. Identify unconscious buying motivations that influence the success of a sale
2. Describe different techniques and tactics used to influence buyers in their purchase decisions
3. Create strategies to increase sales by understanding and applying techniques to influence buyer motivations

Materials:

• PowerPoint presentation
• Handouts
• Case studies

Lesson Outline:

I. Introduction (15 mins) - Explain the concept of unconscious buying motivation - Discuss how these motivations influence success of a sale

II. Techniques and Tactics (15 mins) - Explain different techniques to influence buyers’ purchase decisions such as social proof, pricing structure, emotional triggers and repetition - Show real-world examples of each technique used in sales

III. Utilizing Unconscious Motivation (20 mins) - Lead a discussion on how to utilize unconscious motivation when structuring sales strategies - Provide case studies for the participants to analyze

IV. Application & Activity (20 mins) - Have participants work in pairs to brainstorm strategies for increasing sales using various unconscious buying motivations - Break participants up into small groups to discuss strategies and apply them to real-life scenarios

V. Conclusion (10 mins) - Summarize the lesson and recap points discussed - Answer any questions the participants may have - Encourage participants to experiment with unconscious buying motivations in their sales strategies moving forward