The Psychology of Sales
Sales psychology is defined as a process that studies the psyche of your target market to sell your services and products. If you take the time to get into your client’s mind to see what they really want, you have a better chance of being able to cater to their needs and make that sale.
In other words, instead of trying to convince everyone that they need your services, you need to find ways to market to their current wants and needs. Be the solution to the problem that they already have.
Here are the 6 Principles of Sales Psychology:
1. Reciprocity: An internal pull toward repaying what another person has provided us with. If someone has been providing you with value and insights, you are more likely to want to pay them for their services.
2. Commitment and consistency: Once we make a choice or take a stand, we consistently work to behave in line with that decision in order to justify it. Committing to a brand, product, or service will most likely make us want to purchase with them again.
3. Social proof: When we are unsure of something, we look to similar others to provide us with the correct direction to follow. The more people following that direction or action, the more likely we are to think it is the correct thing to do.
4. Liking: We have a higher tendency of agreeing with people we like, and just as important, a higher tendency of others having to agree with us if we like them. This means the more relatable we can be when marketing, the better our sales results will be.
5. Authority: We are more likely to say yes to others who are authoritative, carry great expertise, knowledge, or experience. Listening to someone who is confident and shows proven results will be trusted much more than someone who are inexperienced.
6. Scarcity: The principle of scarcity states that we always want more of what is less available or shrinking in availability. The less there is of something, the more valuable it becomes to us.
Comprehending your customer’s needs is the cornerstone of a good sales process. Try putting yourself in their shoes and think about what would matter to you when looking for a product or service. Whether that is customer service or expertise in their field, if you know where your customer is coming from, you will be more than prepared to sell your products or services with your best foot forward.
People want to be understood and being able to relate with them through your brand can increase your probability of making the sale. This is why it is so important to be memorable and consistent in order to stand out from your competition.
If you want to learn more about sales and how you can use these principles in social media marketing, follow me on Instagram and send me a DM saying you read this blog!
