Modern Buyers Are Using This Psychological Tactic to Flip the Script on Deal Makers

The modern buyer doesn't see the world through the same lens as you...

Shorter attention spans, more screens, and access to endless information have caused the modern buyer's mindset to shift in a new direction.

Today people can't be "sold to". This is no longer your father's deal-making world.

People have adapted to becoming BUYERS.

• They shop around.
• They compare price points and testimonials.
• They put themselves into control of the buying scenario.

This isn't exclusive to one industry...or a couple of industries. This trend is global.

The newfound power buyers have discovered is "Beta Traps".

Ok, Mike, what the hell is a beta trap?

Glad you asked.

Like I said buyers LOVE to take control of the sales process. From the moment of first contact, the buyer wants to decide the trajectory of the sales process.

Expert deal makers don't let that happen. Period.

Expert deal makers can smell these beta traps a mile away and instantly reframe the sales process to fit their trajectory.

Now I am NOT advocating pushy sales tactics or manipulative persuasion.?

What I am saying is buyers will beat you down and wear you out if you let them. And if you do let them take control and walk all over you...well you can pretty much kiss the deal goodbye.

Dealmakers who fall into beta traps are eliminated from contention in the buyer's mind.

Usually, it's because they give the buyer too much information about the product or service they are offering.

Too Much Information = The Ability for the buyer to make a decision without entering your sales process.

I'm certain there are probably times when you have lost a sale or a deal because you provided too much info so the buyer could make a decision quickly. (it's happened to ALL of us)

You think you're being helpful.

But in reality, you're shooting yourself in the foot.?

Expert deal makers know that the product or service they are selling is going to move the needle for a prospect. And it requires more than a few bullet points on a one-pager to move a prospect from interested to "yes I'm in".

The expert dealmaker also uses intrigue as a way to attract their prospects to become buyers. Giving just enough information while simultaneously holding back how the "secret sauce" works acts as a magnet for ideal prospects.

They can't help but move toward you.

I've written before about how you can use intrigue to create this unparalleled desire here.

But back to the point...

Modern buyers hold a new power and will sniff out novice deal makers instantly with beta traps.

Expert deal makers see the beta traps. Reframe them and align the trajectory of a sales process.

Perhaps you have questions about the psychology of deal-making?

If yes, leave me a comment. Let's talk ??