People Buy Feelings, Not Things
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- Опубликовано: 28 янв 2016
- HOW EMOTIONS INFLUENCE PURCHASING DECISIONS
What kind of car do you own? What kind of purse do you carry? What is your favorite brand of clothing? Why?
While product quality and seller reputation matter, the reason we make a purchase goes far beyond the fundamentals. It goes far beyond rational thought. It goes into the subconscious. In fact, research by the Nielsen Company shows that roughly 90% of purchasing decisions are made subconsciously. And further studies have revealed that while our brains process 11 million bits of sensory information every second, our conscious minds can only handle less than 100 per second.
So how does our subconscious determine our decisions? It comes down to our needs and emotions.
Each and every one of us is unique, but we also share six fundamental needs - certainty, significance, variety, love and connection, growth, contribution - that determine how we feel about ourselves, how we feel about others, and how we experience life. And all behavior, including our purchasing decisions, is an attempt to meet our needs.
That $1000 purse you just bought? That $100,000 car you just leased? The $500 jacket you just got? Each of these items can bring an individual significance.
In fact, people will pay disproportionately to feel significant. And this can be true even if the purchase is gift for someone else. Because they subconsciously believe that giving someone a gift will get them attention, appreciation or even love, which ultimately means one thing - significance.
More than this, individuals buy products that they associate with their identity. That electric car you just purchased? You may think it represents someone who is a cool, environmentally-minded, socially conscious, do-gooder. Or that satchel you just purchased from a local craftsman from a village abroad? It may represent someone who is eclectic, worldly and open-minded.
The driving force in life is a need to be fulfilled, and our purchasing decisions are a direct manifestation of this need. Just watch what Tony has to say about it.
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humanelevation.tonyrobbins.com/
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Tony Robbins is a #1 New York Times best-selling author, entrepreneur, and philanthropist. For more than 37 years, millions of people have enjoyed the warmth, humor and dynamic presentation of Mr. Robbins' corporate and personal development events. As the nation's #1 life and business strategist, he¹s called upon to consult and coach some of the world¹s finest athletes, entertainers, Fortune 500 CEOs, and even presidents of nations.
Honestly, I doubled my income in sales because of two things...
1. I listened more than spoke
2. Remembered birthdays.
“The one who talks less always wins” - Christian Stone
What exactly did you sella nd how did the birthdays play in?
To the person reading this: Even though I don’t know you, I wish you the best of what life has to offer ❤
Thanks, you too and i hope everyone gets the good things they hope for in life..
I wish life treats you kindly and that you experience favor in your desires, things always working out.
Same to you❤️
Same to you ❤😊
Thank you so much ❤
1. Certainty
2. Uncertainty/Variety
3. Need To Feel significant
4. Connection & Love
5. Growth
6. Contribute
Thank you!
HERO.
You have been a huge influence in my life over the past 2 years. I listen to your work everyday on my drive to work and back home. Because of you, I have started my business in motivational speaking. Now on my way to a speaking engagement I yelling at the top of my lungs practicing my work and like you I do care how crazy I look to people driving next to me. Thank you Tony! You changed my life!
you all prolly dont care but does any of you know a tool to get back into an instagram account?
I stupidly forgot the account password. I appreciate any tricks you can give me.
Thank you so much Tony Sir... !! I am truly grateful to you for your teachings...
I love this, so inspirational! Thank you Tony!
This video breaks down human nature way better than the accepted and inaccurate Maslow’s hierarchy of needs.
Well, why would you assume that Maslow's hierarchy of needs is meant to explain human nature?
Exactly, it’s not a hierarchy of human decisions. Otherwise nobody would be homeless or hungry.
Thank you Tony Robbins for this Excellent Video-Dr.B.S.Kovvali.
I keep coming back to this video
Thank you for your wisdom, Tony
No matter how many times I listen to Tony even repeatedly...gongs go off.
adding value is raising your price. cheers for your share, Tony
So true, I have met Steve and his comment to me was, you think I build a casino like this because I'm losing, no because I'm winning
Steve who?
@@duffyissokwl Steve Wynn
So true 👌 Thankx so much 😍
Amazing concept, love it
Well done
This is AWESOME...it applies in real life for everyone (for self-discover and understanding others) and translates perfectly to business!
Love this, I remember finding you in 2002 and telling someone I was going to teach at one of your events. They laughed and said you were a joke and I shouldn’t waist my time. Lol I wonder where they guy is at now? Not where YOU are. I stand by what I said, one day I’ll teach at one of your events! I’m bringing the Yoga Pole with me, too! You’re significant and important.
Beautifully described...
People Buy Feelings, Not Things - So True!
Thank You!
Great
Content
Thank
You
Tony
Buy feelings
State
Identity
More val
High margin
That's so so true!!! Good stuff!
Winner of build a bigger business
raise your price, i personally experienced it with my small business here in our town. i run a water refilling business, few months later more than 10 competitors are operating too, i tried to lower our rate per bottle, competitors are lowering their rate too and they even get our repeat buyers, just this february i raisebour prise to 25% more, it's like magic 🎩, our customers are growing and now they even share that our services and water taste good but we dont change anything.
i take is that customer feel the value of drinking water 🚰 at a good price and feel safe than buying the lower price where in fact it undergo same process.
now i am offering a coaching sesion to entrepreneurs i will offer the right rate. Value. thank you mentor/coach tony
What you said makes a lot of sense. Competing by price can be rarely a good strategy. Definitely it's better to focus on real value of you offer.
If you want something the key is to try and to do the steps to get closer to it.. "Potential Techniques" talks about this in the quest to get out of tough times faster.. Bob Rotella too.. do the process.. That helps a lot.. to try, and keep on trying, and adjust course and keep on trying.. keep trying folks!
Certainty
Uncertainty
Significant
Connection and love
Growth
Contribute
Great video on how people buy!
This so amazing ✌️✌️
Time has showed me that that these "values" that people have whether it's certainty or significance, is taught to us. When one goes inside and lives their authentic self, none of these things matter.
Look at that person who graves being significant without directly telling us 😂
Great!
Significance is such a general catch all term that it can actually mean anything.
New subscriber
I read your book "the power of mind" back in 2004
This is wonderful 👍
Great info.
Completely agree!
Love Tony!
Mr. Tony you're giving me the chills.. This is.. I would have paid to study this rather than my degree
Well not you have a degree and this info for free :) win.
One thing I learned from a psychiatrist (she later taught the guy who originally taught Tony Robbins most of what he teaches)...
...is that the strongest human instinct isn’t any of those driversTony mentioned.
It’s also not the instinct to survive.
The strongest human instinct is with “the familiar.”
Let that sink in - it will change your business... and understanding of people more than about anything else.
Can you explain any further? Interested thank you!
@@dannygold5593 the psychiatrist went on to explain that one day a women came home and found her husband had hanged himself. The husband had discovered that his wife was cheating on him and was going to leave him. The man hanged himself as his future no longer looked “familiar.”
Also- people are primarily creatures of habit (the familiar). They drive the same routes, shop at the same stores etc.
They tend to stick with what is familiar- and mostly avoid change. That is one reason why the incumbent politician usually gets re-elected etc etc.
You call it familiar.
Tony calls it certainty (no. 1 on his list)
I call it security. And his number 2, I call adventure. We are constantly challenged to balance on the tightrope that we walk being pulled by these opposite needs if security and adventure.
Continue to grow friends.
When i trade people for personal i do not care the money ,I care about gold heart that how can live on earth with happiness and enjoyable to share what we got to other .
The link to the business identity quiz in the video isnt working
I am not brand conscious. Quality, design, colour matters.
I hate most things that come out of his mouth, but I agree with nearly every statement made in this clip
Mr. Sharp then why did you watch?
@@SBishop part of a school assignment
Mr. Sharp 😬 Good luck
This is interesting. Would you like to tell a bit more about why you hate what he said?
@@consultativeselling9233 I said that I like what he said. Cheers 👍
Tony is a rockstar!
thank you for the video
High margins are high humans needs being met.
Where is the full video of this?
Sometimes adding value means "raising your price"
It's a risk if you don't deliver the product or service in a way that people want to buy. Simply raising the price wont always work, could actually cripple.
@@cliffordtuffs that’s where the skill of sales come into factor
But what is value, of people buy feelings not products? Is value providing people more felling of value, regardless of the intrinsic worth of a product?
Interesting concept, “sometimes raising value means raising price.”
I like to trade people like the king and queen.
You are growing or dying💯👌
And that’s exactly what you sell. Feelings.
this dude is just a good bullsh!tter....the world runs on it...blah blah blah...2 minutes was enough of his crap
@@babkeebabkus8177 why did you come on the channel at watch any at all 🤔
water... food... shelter... love... we got different needs partner lol
I waiting so long for opercunity to become real. How long I need more time to go to magic money?.
BOSS
مرسی تونی
People will pay any amount of money to feel significant
The only way to success is to add more value than your competitors
Certainty
Uncertainty
Significant
Love and connection
Grow
Contribute
Who is the Steve he is talking about?
Steve Wynn
@@dr8ke.k500 Thanks man
Hello sweet to money how are you doing?.How can I get my life to you ?.Pleaes explain! How you can help transforms my heart go get real situation that I want ?.
What country are you in my friend. You are very passionate about reaching your dreams. Is that correct? If you do not respond then i will leave you with this. Never give up.
Learn how to sell.
His voice sounds like Anonymous
Tony sounds like he is using a voice changer
He has damaged vocal chords from long talks, he told us that at UPW, and I think it’s also a symptom of acromegaly, which he has
@@bloochoob okay, thank you
So according to this even the people who are building businesses are trying to feel more significant which increases their status and thus gets them laid and loved? I wish there was a deeper, spiritual drive for everything we do but it just seems like we’re doing everything for sex
Gaurav Vaidya sex is a powerful force. One of the most powerful forces. Sex brought you and every other person into this world. Sex is the reason you are here to comfort a friend or a child. Sex is the reason you came to exist. Don’t talk down on it dude.
❤💸👈
... Contain
Yeah but like, lets just keep it simple. A guy like myself or others, who are trying to sell things to people, i feel like being honest with them doesn’t work. I remember a quote from someone saying “the world wants to be deceived”. So how can i sell things?, say if i have a car boot sale, which we do in Ireland, not sure about the US...Say i have my art or someone elses, some guitars, lampshades...What has significance got to do with that?, i can see the emotion, they like the lampshades and picture them in their living room while entertaining guests, or the boat painting by the door and they live by the sea...I get that, but make them feel significant?, I don’t get that. And also, i have made profits from things before, cigarettes, a mirror i sold a while back, but most of the time, i have things for ages and nobody buys them, and I’m offering a very fair price, i just don’t get that.
"Tony Robbins Hungry"
Wow! I wish you could come to Madison/Huntsville Alabama..But not talk all business/money.
Or that they're more "Humble".... I'm so special I don't need material things etc.
Talking about Luiz he is someone anyone shouldn’t doubt or been afraid about settling up his/her investment with him.i too I I’m trading with his broker service.second wave of covid is here we need to be smart by making investment.
Tony's voice sounds like his Testosterone levels are at 80,000 ng/dL
Dude talks like he his mouth is stuffed with clothes 💀
Everything Tony says isn't correct and in many cases, doesn't even apply.
But to the Entrepreneur that isn't important. The Entrepreneur is their to learn something different, get a different point of view or perspective and get motivated by being around others who want to succeed and have a similar mindset.
i cant hear him clearly, his voice need more treble, and no subtitle available
DAN LOK
Todd Snively from Wholesale Product Mastery Talks Positive Thinking
ruclips.net/video/1jwQBSasJiA/видео.html
beta males and females by off emotions, alpha males buy with logic as what they are purchasing has to add some value or solution to a problem
ppl buy things, not feelings. If you buy drugs mby its feelings. This guy is just mixing everything up.
2008-LOS VEGAS 🇺🇸USA PROHIBITED🚫 IN BIBLE RIGVED QURAN 👯💵🍸🎰🃏CASINO(UNCERTAIN CONNECTIVITY) HIGHEST PRICE(SIGNIFICANT FELLING) BY STEVE
RUclips-500CR ( INSTAGRAM📷 FACEBOOK WHATSAPP) SOCIAL MEDIA 📺VIDEOS IDENTICAL UNCERTAIN CONNECTIVITY SIGNIFICANT -2021-25AUGUST
What a load of crap
Completely wrong. People buy things because they need them, and the price matters to them. People buy laundry detergent, at Walmart, because it's the cheapest there. The whole "people buy feelings" is what marketers have convinced themselves.
Marketers prefer to believe "people buy feelings". They think they can manipulate people.
@@this_is_NOT_a_test Because they do. Why is it a proven statistical fact that people spend 50% more with plastic than cash? Because it *feels* bad to give away something physical and tangible - this is called friction.
Price certainly matters but the notion that he's "wrong" and marketers have "convinced themselves" of something is not supported by the data. Why do the largest companies in the world pay so much for marketing because they like throwing money away? Or because there is data that proves their techniques are effective.
@@codyvandal2860 The theory that people spend 50% more with plastic than cash because "it feels bad to give away something physical and tangible" is marketers's conjecture. It's a plausible explanation that marketers want to believe, not why people actually do it. People spend with plastic more, simply because of convenience! Listen, I'm no stranger to the marketing industry. They love to use pop-psychology to come up with all sorts of theories and explanations that are really out of touch with reality. Then, they feed company CEOs with these pop-psychology theories to convince them to trust their marketing "expertise." Clotaire Rapaille wrote "The Culture Code." His reptilian brain theory is the perfect example of what I'm talking about. Marketers manipulate & sell their service to company CEOs, first. Then, they manipulate & sell to consumers. The only real expertise marketers have is coming up with convincing theories. They know you are hooked on them, once you fall for their theories. Be woke, and stay woke!
@@this_is_NOT_a_test It's not a theory it's data. Hard data backed up with proven evidence. It's not "conveinence" that causes people to spend literally *twice* as much money per transaction when they purchase fast food with credit over cash- we are talking about individual per-person transactions not even total revenue. What you think the billionaires running McDonalds are stupid? They just waste hundreds of millions of dollars on marketing because they got tricked by the marketers with a worthless strategy that doesn't produce a tangible result? And somehow the marketers were able to dupe the gullible CEOs (who run fortune 500 companies) but the same marketers aren't able to dupe the dummies who are the average consumer making $40,000 a year? You think the CEOs are too stupid to look at before and after graphs where they plugged in an advertising strategy they paid for? Wake up.
Or go look at how Amex housing went from 7 calls a month in their Mexican real estate business to 2300 calls a month. Must be a coincidence. 🙄
@@codyvandal2860 Bottom line: "People Buy Feelings, Not Things" is an OUTRAGEOUS statement. It's an OUTRAGEOUS assumption & theory propaganized by marketers! I can prove it to you. Marketers love to stick to this logic, and believe all they gotta do to increase sales is sell feelings to people. DEAD WRONG! These marketers view people as sheeple who would only feel and wouldn't bother to think. The claim that people spend more with credit card because it feels bad to give away something physical and tangible, is not true for coupon-moms and penny-pinchers. Someone who is tight on money or is naturally tightfisted (frugal personality) wouldn't let their feelings get in the way and spend more with credit card. They would be waaayy too money-conscious to do that. Listen -- I know, because I'm a penny-pincher. Credit card statements are at the back of my mind. I don't spend a cent more with cash, and neither with credit card. I didn't buy feelings. My frugal feeling stops me from buying feelings. I try to only buy things I really need and can't live without. So, you can tell marketers to throw that theory out the window. It doesn't apply to me and people like me, therefore their generalization and theory are wrong. Marketers wouldn't want to admit this.
I will acknowledge though, that the only time "People Buy Feelings, Not Things" was credible, was when people panic-bought toilet paper during the pandemic. The joke is, news about people dying from the Covid-virus made people panic, and made them take more dumps out of anxiety. They needed a lot more toilet paper as a result. lol
Joking aside, the real reason why people spend more with credit card than cash, is really about convenience & rewards, and has nothing to do with feeling bad about giving away or losing something physical. People spend more with credit card because of incentives and benefits (rewards programs). You think people wouldn't be money-conscious when spending with credit card? You think people wouldn't feel so bad about spending with credit card because the amount is just a digital number and not in paper cash? Your belief is the perfect example of marketers's use of pop-psychology. They think they have people all figured out when they really don't.
Regarding results & hard data, marketers never talk about their failed or unsuccessful campaigns. They only toot their success case studies, so that's all you hear about. That's all they want you to know, too. Otherwise, they lose credibility in the eyes of company CEOs. You are correct that marketers use research & data to back up their work. Marketers owe company CEOs explanations, and must justify why CEOs should spend hundreds of millions of dollars on their marketing service. I'll tell you something about their results & hard data, though. Marketers craft a strategy and sell to a specific demographic group, not everyone. The successful result you hear about, is about a specific demographic group. Marketers fail to sell to all population, though. If selling is about selling feelings, no marketing campaign should ever fail, in theory. But, they do fail, and for a number of reasons. If something is priced too high, the campaign will flop. Also, marketers blame the economy a lot. Marketers can show CEOs that their strategy worked in a specific demographic group (e.g. teens or seniors), and show them that sales increased in that group, compared with previous years. But, this doesn't mean their strategy works for all population. Generally, marketers produce results. Their business depends on results. If they can't produce results, CEOs wouldn't use their service. Marketers might sell feelings sometimes, but most of the time, they come up with good deals to produce results. For example, flash sales, limited-time offers, 2-for-1 deals, Buy-One-Get-One-Free deals, refer-a-friend deals.
Marketers are masters at using the art of persuasion, and at coming up with incentives and enticing deals to manipulate people into buying. Their manipulation does work well!
bla bla bla
+Lucio Contreras look at you looking for Significance. #TheIrony
Certainty
Uncertainty
Significant
Connection and love
Growth
Contribute