According to Buck Reed, making a sale is all down to understanding psychological triggers. And he should know as he has gone from someone working for himself mowing lawns as a teenager to a self-made millionaire who teaches sales reps all across the country how to be better at what they do. Here, he discusses how psychological sales triggers are vital to closing a deal.
Buck Reed Explains Important Psychological Sales Triggers
There are a number of principles or psychological triggers that any sales rep should lift buy, no in and out, and love. They are:
- Reciprocity, which means that when we are given something, we want to give back. What this means for a sales rep is that if they give something for free, even something small such as a download to a free eBook or a discount on the future purchase, people will be more inclined to buy.
- Commitment and consistency, as someone who wants to buy something wants to see that they are being tracked as someone special. As a sales rep, you should therefore publicly commit to always offering your customers the best of the best. If you do so publicly come back you will become far more believable and you will effectively be forced to consistently stick to your word.
- Liking, as it is far easier to get someone to buy something from you if they actually like you. Take for instance of famous football player like Ronaldo. When he endorses a certain product, people all over the world want to buy it. That is because they like and love him. You need to become likeable and lovable in everything that you do.
- Authority, since people want to feel like they can trust you as an expert in whatever it is that you sell. You need to be able to answer any questions and even be proactive and answer questions before they are posted. You must learn to set yourself apart as an expert in your field and someone who truly knows what they are talking about. Something reasonably simple as regularly writing a blog about something relevant to your industry or niche is a fantastic way to achieve that.
- Social proof, since everything we do today has to be on social media. Even if someone has never met you before, if you have a professional looking social media profile that is used properly, they will trust you. The more likes and shares you get through social media, the better you will look.
- Scarcity, which essentially means that if you manage to make people believe that they would lose out on something important if they don’t buy what you have to offer, they are far more likely to accept your sales pitch. It is a sense of reverse psychology. children, for instance, will want something more than anything else if they are told they can’t have it. This is what you can use as a sales tactic as well.