Skip to content If only you could read people’s minds, just imagine the amount of money you could make.
Customers’ decisions are heavily influenced by psychology, thus having a solid understanding of the thought process involved in this can really benefit you in sales. Although it’s impossible to read people’s minds, you can improve as a salesperson by studying sales psychology.
What is sales psychology
Although we like to think of ourselves as rational beings, emotions nevertheless play a big role in many of the decisions we make. It’s critical to comprehend how buyer decisions are influenced by both logical and emotional factors when it comes to sales.
In order to better understand how to sell to your target market, sales psychology investigates their psychology. By placing yourself in the customer’s position, you may focus on their emotional requirements rather than trying to persuade them that they need your good or service.
You can give your target audience the assistance they need at every stage of the sales process if you comprehend who they are and the factors that influence their decisions.
10 Emotional Triggers to Help You Close the Deal
Understanding the psychology of consumer behavior can be very beneficial to sales. It makes it easier for you to anticipate what the client needs from you, which promotes improved communication and easier interactions.
Understanding your audience is the first stage in any sales process, and these nine psychological triggers let you expand on that understanding.
Establish a Deep Human Connection
We enjoy establishing connections. We would always like to work with someone we get along well with, and this is also true in the sales industry.
How many times have you been on the receiving end of a sales call and the salesman and you just didn’t click? They will have to go far farther than the individual you connect with right away if they have any hope of selling to you.
Establishing a rapport founded on trust is a crucial aspect of the sales process, and this is applicable to businesses as well as individuals. Additionally, prospects develop a bond with your company and its offerings.
This is why so much work goes into branding — because it creates positive connections. These positive connections make people more open to making a purchase.
Let Them Know That Their Friends Own It
Family and friend recommendations are among the most effective selling points available. Human psychology, which holds that we are socially wired to enjoy things that our peers prefer, is strongly related to this.
This is something that frequently occurs in marketing and sales. Positive or negative testimonials and reviews lend a great deal of credibility to your company and its offerings. They are an extremely effective tool.
The adage “keeping up with the Joneses” is related to this concept. Because we believe that if something is good enough for someone else, it must also be good enough for ourselves, we are drawn to desire what they have.
One strategy that makes excellent use of this principle is influencer marketing. Product recommendations from “authoritative” influencers we respect and believe in can carry even more weight than word-of-mouth recommendations from close friends and family.
Show That You Are An Authority in Your Field
Why do the majority of prosperous companies work so hard on their blogs? In addition to the advantages for SEO, it’s one of the best methods to position your company and yourself as authorities in the industry. People will trust you more when they perceive that you are knowledgeable about the answers to their inquiries.
Consider the times you have seen TV advertisements for health products. How frequently do you hear a statement like “top doctor recommended”? In our decision-making process, authoritative figures are highly valued (consider the Milgram Experiment, in which volunteers shocked patients for answering a question incorrectly because a lab coat-wearing individual instructed them to).
When we purchase goods, we don’t want to be taking risks with a salesperson or business that seems lacking in expertise. We want to trust in the authority of the people we’re dealing with.
Modify Their Perspective on the Issue
It’s called cognitive restructuring, but it’s not as technical as the name might imply. All it takes is altering people’s perspective on the issue, and most salesmen often accomplish this.
A marketer, for instance, might believe that the primary issue is that they aren’t receiving any response to their cold emails. Upon closer examination, the primary issue is that their emails are not getting through, and even when they do, the subject lines aren’t grabbing readers’ attention.
Rather than facing a major issue where the client has concluded that cold email is ineffective, you’ve divided the problem into two more manageable issues that your product can fix.
Don’t Give More, Give Less
Today’s consumers demand more and more customized and handmade goods. The problem is that, even while we like having some options, having too many might lead to paralysis by analysis.
Take a look at most subscription services, like ours, for software, and you’ll usually see two or three different pricing options. People are empowered to make their own decisions thanks to this, but it also prevents them from having too many possibilities and analysis paralysis.
It’s critical to keep in mind that you are the expert at this point.
To a certain extent, people are aware of what they need and desire, but you may use your professional expertise to help them make the best decision. If you have too many options, this task becomes much more challenging.
Conclusion
Despite our desire to believe that humans are purely rational beings, psychology plays a significant role in consumer decisions. As a salesperson, your job is to persuade people, which is naturally what you’re trying to do. If you want to understand how people make decisions, you need to know these nine psychological triggers. By using them, you can increase sales and grow revenue for your company.
