BIASES to sell

Have you ever thought about using brain bugs to sell ethically?

In this article, I will list cognitive biases and how they can be used for sale.

We are talking about an ethical sale, not to fool people.

** You will also understand what tricks can be used on you. **

1. Anchoring Bias => during the decision-making process, a decision previously captured by the brain guides the decision-making process, influencing the conclusions.?

E.g., Selling means cheating people.

Even when the person you’re selling to needs the service, the bais can drive the listener to not believe a word due to the previous misconception that sales are meant to cheat people.?

How to fix it??

?There are different ways. There are two options:?

Emotional => emotional and prior brand communication

Lógico => a speech that must end with "As you see his theses are unfounded, Mr. Mancini.” -- Remember that logic rarely sells. --

A phrase that I have noticed works a lot is to underline the conditions that oblige the person to purchase and to say a word such as:

"Even if I convinced you to buy yogurt, you would have bought yogurt anyway because you had to poop."

This is an apparent mockery because the castor oil, the bran, the plums would have given the same effect. But not mentioning them and saying you have no choice sometimes makes you feel a choice.

2. Availability Heuristic => Availability heuristic is a mental shortcut that is based on immediate examples that come to a particular person's mind when evaluating a specific topic, concept, method, or decision.

“Sharks are not used to human flesh, so they don't hunt it. We are for sharks like Sushi for your grandmother. She could eat it, but she isn't used to it, and so she doesn't.”?

This argument is supported by a mental shortcut => grandmothers love traditional dishes and not Suhi (all done to prove).?

But this little example influences how the mind reacts to the information because once the reason gets it, it will prioritize this information.?

In fact, what prevents an old lady from eating sushi??

Usually, companies try to influence your decision to purchase by listing previous achievements on similar occasions to influence your decision-making process and pick them up.?

3. Bandwagon Effect: I work for (add big brand name). If one thing has been chosen by many, your proposal will be emphasized more. If you have made hundreds of customers, put it on the site.?

?4. The blind spot bias is the cognitive bias of recognizing the impact of biases on the judgment of others, while one cannot see the impact of biases on one's judgment

I am the same person that says, " Who buys SMM services for? 300 $ and think that can get them a client it's foolish."?

But I am the same person that spends one h a day working on my Tumblr blog without getting any result in 2 years.?

But I feel brilliant. Who pays for 300$ and does not get results seems dumb to me. That's an example of bias.?

5. Choice supportive bias => Choice support bias or post-purchase rationalization is the tendency to retroactively attribute positive attributes to an option that has been selected or to reduce forgotten chances.?

The customer thinks after buying a 5-post a week SMM service for 450 euros with images, two 4-minute videos a month, ads management, copy, installed pixel, and is satisfied with his purchase. Two months later, and with zero results, the effect of the bias wears off.

If, as a newbie freelancer, you sell yourself for something you don't know how to do and fail, your customer might have in the future what's called clustering illusion ( bias)?

In a nutshell, since you've created, the customer will think that all people that own your category are cheaters. So please, guys, don't get angry with clients. They're just human.

The boy has cheated 1. Clustering illusions => three friends, so all the boys are cheating. The fact that a repeated event is close to us can give us the illusion of being a statistic. And this is not the case. In particular, this raises objections to the effectiveness of marketing, sales service, and any service in the world.?

Know which KPIs your client company needs to monitor and read them to see if it could help them or not.

6. Confirmation bias. If I get an idea, I tend to confirm this. The reason why we always say the first impression is the fundamental one.

This leads to a paradox that I want to present to you: the paradox of shit figures: as the number of bad figures increases, the possibility of improving your presentation increases.

Hence the assumption: if you are starting, send emails with the address [email protected], send badly formatted emails worse and without signature (as I do regularly and also losing customers thanks to this practice), send presentations scarce about your company, as long as people send you feedback. Here, if you don't start crying because the ugly and lousy customer hurt your feelings, you could get a decent advantage.

As long as the prospect answers you, you keep asking and improving. I, with some, have come to pay them for feedback.

The bias here is in both my mind and the prospect's mind: someone who's looked at a bad presentation of mine will tend to consider my work as poor. Meanwhile, I'll tend to consider someone's brutal opinion painful.

7. Conservation bias. If people have to choose whether to feed the family or you, they choose the family. Of course, the concept of conservation is different worldwide.?

8. Stockdale's paradox: those who overestimate the positive outcomes tend to fail more easily (see the chapter on entrepreneurship in the book). This is because they feel more accomplished and more protected. In reality, the black swan is behind the corner

9. Conservative Mindset: Our brains are made to be conservative and to see any changes as ugly, dirty, and bad. The more we make this change that we represent for others when we sell as opinionated, arrogant, shady, heavy, mutating, revolutionary, the worse the results will be,

On the other hand, if you manage to be fun, clear, and explanatory, to connect with the reality of people, the easier it will be to sell.?