3 Psychological Tips To Help You With Your Sales & Marketing
Anyone who knows me well knows I’m big into Social Psychology.
History is another passion of mine, however that’s a topic for another conversation.
Like a moth to a lamp, I’ve always been drawn to and in awe of learning about what makes us tick; why are we right here right now in our lives? What got us here – both consciously and more fascinating subconsciously?
You’re probably wondering how this relates to sales and marketing.
Well – where learning about Psychology comes very handy, is knowing that it doesn’t matter what business you’re in; whether you’re a Real Estate Agent or Business Owner, you’re always selling to people.
And some people may think “But, but my product is different!!!”
Or sometimes I’ll hear “I sell *insert xyz* so my sales process is different… And you’re telling me it’s the same?? BLASPHEMY!!”
What I want to share with you, is that at the end of the day, the purchasing decision maker is a human being.
And although we all have many differences, there are certain Psychological traits that make us wired the same.
Below are a few things I want you to focus on when selling. And not just selling when in person – I want you thinking about this with your marketing, with your copywriting, and your one on one sales presentations too.
1 – People always look for value.
Value is not a fixed number. Value is relative to what you’re selling, what others charge, what the prospect is used to paying, how badly the prospect wants it, and how the prospect perceives the difference between your offer and others.
You must demonstrate a value that seems to be equal to or greater than the asking price. The greater the value relative to the price, the more likely people are to buy.
I also recommend always giving extra value, rather than discounting your products. To learn more about this, find out in the article here.
2 – People love to buy.
Some say people don’t like to be “sold.”
Not completely true.
People love to be sold. They love to discover wonderful new products and experiences.
What people don’t love is to be cheated or tricked.
Instead of “selling” to people, try to “help” them. Sell good products, make appealing offers, and always treat people fairly.
It’s very simple – be authentic, and have a mindset of serving rather than taking.
3 – People make decisions emotionally.
They decide based on a feeling, need, or emotion, not through a logical thought process. That’s why intangible benefits are the keys to persuasion.
Before you sell anything, I want you to do what my students do. Write out a list of what emotional solutions you’re product solves. Once you know the emotional drivers, focus on selling that, rather than ‘features and benefits’.
Now as I’ve mentioned before, it’s not all about reading and learning. More importantly, it’s about implementing and doing. Put these into action, and reap their rewards.