Selling Through Psychology
Scott D. Clary
I'm the founder & host of Success Story (#1 Entrepreneur Podcast - 50m+ downloads) and I write a weekly email to 321,000 people.
Salespeople have been using human psychology to their benefit to close sales for hundreds of years. Since the days of the ubiquitous “snake oil” salesmen, the way the brain works in response to negotiation and purchase has been examined in depth to figure out exactly how and why we respond to an offer in the manner that we do.
Luckily for everyone involved - salespeople and prospects - we’ve advanced to a point where we can sell without being deceptive, simply by matching the prospects’ wants, needs, and desires to the product, service or ideas we’re selling.
Top 10 Tips for Sales Through Psychology
1.Aim to create relationships with your prospects, not just sell to them.
2. Study the psychological ways in which people make buying decisions.
3.Don’t be afraid to ask your prospect difficult questions.
4. You can’t please everyone – cater to those who will appreciate your unique self.
5.Utilize psychological biases within your sales process.
6.Add reverse psychology techniques to your sales repertoire.
7.Collect and use social proof and testimonials about your product or service.
8.Prepare yourself for negotiation and closing with a positive mindset.
9.Learn to use intuition and empathy when dealing with prospects.
10.Mirroring is a powerful strategy in closing the sale.
Becoming an effective, successful salesperson is easy when you know how to utilize the psychological ways in which we, as human beings, make purchasing decisions.
Agree? Disagree?
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