How Spiral Dynamics encompasses various aspects of life including buying decisions.
I had the privilege to be invited as a guest on the podcast, ‘A Journey with Bernie & Chip’ yesterday.
What a fabulously fun rollercoaster ride that was.
Dozens of topics were covered from relationships, health and wellness, kindness, self-awareness, public speaking, authenticity, and Spiral Dynamics just to name a few.
It was brilliant.
Exactly my definition of a fun time.
If you haven’t heard of or studied Spiral Dynamics it is a model of the evolutionary development of individuals, organizations, and societies.
Cool hey!
It is one of the topics I teach in my sales training.
How and why people make the (buying) decisions they do because of where they are sitting in the spiral at a particular time.
Why they make a decision based on their values?
“Shopping is an emotional experience. It’s not just about buying things, it’s about how those things make us feel”.
Why we Buy
Spiral Dynamics is a theory of human development and cultural evolution that suggests people progress through a series of value systems or “memes”. “Memes” that shape their worldview and behavior. These value systems are organized into a spiral model, each level representing a stage of consciousness and cultural development.
Each level is characterized by certain beliefs, behaviors, and motivations.
When it comes to making buying decisions…
- Beige (Survival): At this level, the primary focus is on basic survival needs such as food, shelter, and safety. Buying decisions are typically driven by immediate physical needs. People at this level may prioritize purchases that directly fulfill these needs, such as food, water, and basic clothing.
- Purple (Tribal): In Purple level, people prioritize belonging and connection. Buying reflects group identity and conformity, like tribal clothing.
- Red (Power): At the Red level, people seek power, dominance, and instant gratification. They buy items to assert control or status, like high-end cars or designer clothing.
Understanding how to apply Spiral Dynamics by asking the right questions is a critical component in every sales conversation.
- Blue (Conformist): Blue embodies adherence to rules, order, and authority. Buying decisions follow societal norms and values. Individuals at this level prioritize tradition, duty, or moral principles in their purchases. They’re drawn to products symbolizing stability, security, and societal norms, like family-oriented goods or religious artifacts.
- Orange (Achievement): Orange embodies individualism, ambition, and achievement. Buying decisions stem from a desire for success, innovation, and personal advancement. Individuals at this level prioritize purchases that boost their status, success, or personal growth, like technology gadgets, self-help books, or career development programs.
- Green (Communitarian): Green champions equality, community, and social justice, actively guiding buying decisions through ethical and environmental considerations. As well as a commitment to authenticity and social responsibility. Individuals at this level prioritize purchases that resonate with their values, opting for fair-trade products, organic goods, or socially conscious brands.
- Yellow (Integral): Embodying a holistic perspective that surpasses rigid belief systems. Individuals at this level actively consider multiple perspectives, long-term consequences, and systemic impacts when making buying decisions. They prioritize purchases that foster sustainability, holistic well-being, and long-term value, such as opting for eco-friendly products, investing in educational experiences, or prioritizing personal development endeavors..
If you are missing out on business because you don’t know how to ask the right questions and tailor your messaging this 1-Day Sales Masterclass is a must.
Learn strategies you can apply in your business now and successfully for years to come.
See you either in person or online at this workshop.
(Limited spots available at this small group training)
While you are here check out Janeen’s books.
