THE PSYCHOLOGY OF SELLING: 10 BRAIN TRICKS TO IMPROVE YOUR SALES
The trick to making more sales is knowing that there are several tricks. There is no sure-fire way (without going Mad Queen) to force people to purchase your products. You can launch a sale, redesign your online store, or advertise the heck out of your business, but that can only go so far. Most of the time, success of a particular store or brand is the result of an accumulation of efforts - and not just one factor. One thing you can do is realize that we’re all human and tend to respond to certain things in a similar way from a psychological perspective. You can use this to your advantage if you know how. By tapping into the inner workings of the brain, you can learn small tips that make your products irresistible to your customers. Below, we’ll show you 10 of these ‘brain tricks’ to convince potential clients and improve your sales numbers.
01. MAKE IT ABOUT THEM
Sales strategist and best-selling author, Marc Wayshack says that prospects ask themselves the following two questions when interacting with a salesperson:
- Is this conversation going to be worth my time?
- Is this salesperson’s solution going to help me solve a problem that I care about?
As a business owner, you know a lot about your products and/or services. That’s a given. Still, that doesn’t mean your potential customers want to know everything you know about it. Actually, making the sale is about making it all about them. Close it by showing how your service can make their life easier and sprinkle your expertise throughout without marketing jargon.
At the end of the day, people are egocentric and want to know what they are getting out of a deal. If that’s not explicitly explained, or worse, goes unanswered, you’ve lost them. Reversely, if you spend more time focusing on enriching the lives of your customer, it will sound less like a pitch and more like a conversation, which they will appreciate.
