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Sales Psychology: 9 Tips For Your Sales

Successful salespeople are usually one thing above all: personable. This quality is not necessarily innate to them - perhaps they have just studied the methods of sales psychology in depth. This sub-area of applied psychology helps salespeople and marketers to achieve outstanding results with sophisticated communicative strategies. We have put together eleven practical tips so that you can better understand and convince your customers in the future.
Sales psychology is based on the assumption that people do not only make decisions based on rational considerations. The sales pitch is primarily understood as a social interaction, which as such is influenced by various factors and - that's the interesting thing - can be influenced.
If you know what motives people act and what behavior patterns need to be observed, you can use them specifically for yourself. Because if you understand the inner driving force of a potential customer, you can use it for sales. For example, if a prospect has an anxious personality, your job is to get them to speak. This is the only way you can understand and directly dispel his concerns.

Sales Psychology: Examples and Tips

Overall, when used correctly, sales psychology enables you to close more deals by specifically avoiding missteps. Dealing with customers is key - their wellbeing should be your top priority.
Sales Psychology: 9 Tips For Your Sales

Tip 1: social proof

Above all, buyers trust the experiences of other customers. Therefore, when promoting products, you should talk about customer satisfaction first and foremost. For this purpose, it is worthwhile to obtain customer ratings and testimonials in advance.

Tip 2: rely on reciprocity

Free samples, gifts and invitations to events: customers love to be pampered. Such gestures not only create a good mood, but also make customers want to return the favor. This is also called the rule of reciprocity.

Tip 3: Generate sympathy through imitation

Studies have shown that waitresses who conform to the behavior of their customers get significantly higher tips. This is reported by the Journal of Experimental Social Psychology. By the way, this trick has its origins in the animal kingdom. There the adaptation is referred to as mimicry. In the field of sales, this method can be used for direct sales: Look out for similarities with your buyers and emphasize them. For example, if a potential customer drinks their coffee black and you also have a preference for it, you can, for example, make a funny comment about it.

Tip 4: work with scarcity

Nobody likes to miss a unique opportunity. If you emphasize that your product or service can currently be combined with a great discount, you awaken the desire in potential customers to access it directly. You can also generate this pressure to act by pointing out special offers, limited editions or the fact that only a few copies of a coveted product are in stock.

Tip 5: use contrasts

The rule of thumb here is: sell the most expensive product first. Once this hurdle has been overcome, less expensive products automatically appear more affordable to buyers. An example: You love digital racing games and buy a Playstation for around € 400 for this purpose. Inspired by your first purchase, treat yourself to a controller tailored to racing games for just under € 100. If the order was reversed, your feeling when buying expensive accessories would probably be different. The same effect occurs with customers: higher prices appear more acceptable in relation to an even higher initial investment.

Tip 6: Position yourself as an expert

Of course, you have specialist knowledge in your field. In order to communicate this authority, the non-verbal aspects of your presentation should also be correct. Make sure you have a well-groomed appearance, appropriate clothing and a confident demeanor. This is how you appear trustworthy to customers.

Tip 7: Switch from the focus on you to the focus on you

Change the reference point of your language. Instead of making the first person the subject (such as “What can I tell you to convince you?”), Use phrases that focus on the customer: “What do you want from a financial company? ". Your buyers feel heard and involved, which in turn increases their willingness to talk.

Tip 8: ask open-ended questions

At the beginning of a conversation, it is essential to avoid “yes / no” questions. Because these are absolute conversation blockers. Instead, ask customers about their needs or problems. For example, "Why did you choose product X back then?" and “What should Service X achieve for you?”.

Tip 9: Establish positive language patterns

Formulations such as “if you are dissatisfied” arouse negative associations and doubts in customers. Because words have - consciously or subconsciously - emotional effects. Instead, you should use positive expressions: "Please contact me if you have a concern". Or encourage customers in advance with optimistic language: “Have fun with your new product! Good choice. You will like it! ”.