24. 4+MODULE+FOUR+-+MASTERING+THE+PSYCHOLOGY+OF+BUYING+-+Self+Assessment
This PDF is the self‑assessment component of the Coaching Institute’s “Ultimate Influence” training program, specifically Module Four which focuses on mastering the psychology of buying. The document combines legal and financial disclosures, product package details (Gold and Platinum tiers), and a series of fill‑in‑the‑blank prompts that guide participants through key buyer‑psychology concepts. The prompts cover models of the world, creating the buying space, the Law of Consistency, fears, secret vs admitted desires, cognitive dissonance, “What’s in it for me” statements, pain vs pleasure, the Meta Dynamics ESIP framework, the six core needs, the Four R’s, DISC profiles, Meta Programs, handling mismatched personalities, the three essential prospect questions, flaw disclosure, social proof, and reassurance strategies. The workbook is designed for participants to reflect on each concept, practice language, and internalise selling techniques that align with different buyer mindsets.
Topics
Legal and Financial Disclaimers – Contextual Framing
Standard copyright, liability, and earnings disclaimer statements that set the legal boundaries for the material.
Product Tier Overview – Gold vs Platinum Packages
Details of the coaching program’s pricing tiers, included items (CD set, workbook, coaching sessions) and positioning of the Ultimate Influence offering.
Model of the World Self‑Assessment
Prompted questions that help participants identify differing world‑views, consequences of misalignment, and decision‑making processes.
Creating the Space Prompts
Guidance on how to establish a psychological ‘space’ with a buyer, including factors that encourage or discourage entry.
Law of Consistency – Seed Examples
Exploration of the Law of Consistency with space for participants to list five seed statements that reinforce consistent messaging.
Fear Identification and Mitigation
Four common buyer fears are listed with a prompt for strategies to address each fear.
Secret vs Admitted Desires – Buyer Motivation
Distinguishes hidden (secret) desires from expressed (admitted) desires and asks what emotional state the buyer seeks.
Cognitive Dissonance – Importance for Sales
Definition of cognitive dissonance and its relevance to influencing buying decisions.