Using Psychology in Selling
BRADMONTGOMERY email@bradmontgomery 303 691 0726
Sales is one of the most commonly misunderstood components of running a business. Despite its importance in any enterprise, some look at it as a means of tricking customers. One article featured on Business Insider even discusses the argument that people have to do away with such a notion. According to author Daniel Pink, sales is more about moving customers and convincing them to go along with the brand. Primarily, Pink says that false information will do no good in motivating customers. Selling becomes more effective if the salesperson finds a middle ground between being an introvert and being an extrovert. There are many effective ways to close a deal—it really is all about strategy.
The Purpose of Stories Customers need someone to identify with. With this, salespeople can come up with fictional stories and characters that face the same problems as the customer. In the story, the salesperson should specify how the brand can help the character. This is a subtle way of telling the customers that they need product or the service.
The Power of Authorities Customers need validation all the time. This validation usually comes in the form of claims and testimonials from experts or past customers. If the business has certifications or is supported by industry experts, salespeople should use these credentials to convince customers that the brand is credible and trustworthy. The Value of Select Options Buyers do not want to be overwhelmed. This means salespeople should keep the choices limited.Otherwise, the customers may get confused and consider backing away because of indecision and hesitancy. Salespeople should figure out first the needs of their customers so that they can offer a set of practical choices. These are only some of the things businesspeople should keep in mind when it comes to using psychology in sales. They should remember that these techniques should be adjusted based on the personality of the customer they are selling to.
SOURCES: http://www.entrepreneur.com/article/239382 http://www.businessinsider.com.au/daniel-pink-to-sell-is-human-2013-1?op=1#yes-you-are-probably-asalesman-almost-everyone-is-engaged-in-non-sales-selling-1 http://www.montgomerypresents.com/