Buying patterns to sell something to someone, find out how the person bought it last time. If Mark buys a car, he will buy the next car the same way. The strategy for buying is unconscious. Yes, he will analyze better next time. He buys a car, and so on. But his strategy to buy the car will be the same as before.

That's why if you uncover how he bought the car last time, you will know how he will buy his new car. This type of buying strategy for car is not the same buying strategy for fridge for example. So if you find his buying strategy for for his car, you can't use it to sell him a fridge. What are the questions to uncover the buying strategy? Think about the last blah blah blah you bought. What was the first thing that made you decide to buy blah, blah, blah.

And then the second thing and the third thing, you then write down the three elements that they say. Let me show you that on the next slide. Think about the last car that you bought. What was the first thing that made you decide to buy that car? And then the second thing, and the third thing, and he then says, I saw it in the catalog, and it looked amazing. I went to the store, and I felt really good when I sat inside.

And I told myself, why not? Let's buy it. When you have the answers, you want to analyze if the answers are visual, auditory, or kinesthetic. In our case, we have one visual. So the first ensure answer is visual. Then the second answer is kinesthetic.

And the third answer is auditory. So you now have uncovered your customers buying strategy is visual. Then it's kinesthetic, and then it's auditory. So to sell your car, you should create heat Visual kinesthetic auditory strategy I get. So you can tell him, why don't we look at our catalog to see if there are any cars that you look that that look amazing to you. So it's visual, then you see, we can then go to the store and see how you feel inside them.

It's kinesthetic. And then let's hear what you have to say. It's auditory. Sometimes the person won't tell you the truth, but the IQs never lie. So if the person says, I felt had to buy by the look into one of the years, right down auditory, and kinesthetic. If you don't know yet how to read IQs you can watch the lecture in the course called using IQ.

So we'll see later in the course how you can exactly use buying patterns. But in this section here, I just wanted to show you how you can uncover and how you can find value patterns.