Iâm a markerâs dream, tell me something is great or limited in numbers and Iâll buy it. Iâve had nearly every subscription but thatâs me as the customer.
So over to the sales side, understanding buyer behaviour isnât about manipulation. Itâs understanding â¨psychological cuesâ¨, so you can tailor your approach to meet your prospects where they are, making the sales process smoother and more enjoyable for everyone involved. Win-win. đ
1. First impressions đ
7 seconds - that's all it takes for someone to form an opinion of you. This means 7 seconds to create a good first impression, so starting on the right footâor voice is crucial.
Whether on the phone or in person, a warm and genuine tone sets the stage for a positive interaction.
2. The âYessss ladderâ
Tip: Start small, win big. đŞ
The âYes Ladderâ is a psychological technique where you get your prospect to agree to small things first, gradually building up to the big âyes.â
For example, ask simple questions like, âDo you want to improve your current system?â As they say yes to the smaller questions, they become more psychologically inclined to agree to bigger commitments.
3. Exclusivity
Tip: Highlight limited availability- but only if it's true. âł
Those âlimited-time offersâ make you want to act quickly itâs the scarcity effect in action. But customers can also see when itâs a poly. So if youâre not stacked to the 1000s and there is somewhat of an urgency this can work in your favour.
4. Mirror, mirror on the wall...
People like people who are like them, and mirroring body language and tone of voice is a subtle way to build rapport. If your prospect is speaking in a casual tone - match that bro.
Itâs a subconscious cue that youâre on the same wavelength. đŞ
5. Donât just take my word for it⌠đ
Testimonials, case studies, and reviews are golden in sales. â¨Sprinkle⨠them throughout your pitch to build trust and show that others have successfully benefited from your product or service.
Understanding these little cues that nudge people toward buying, as we've listed above, lets you tailor your sales technique like a pro. đŻ So, go aheadâput these tips into action, you got this! đđŞ
Until next week, folks. đ
... as per, if you wanna talk about all things digital sales rooms (you know you want to) book a quick call with our awesome AE's đş Ali Chrisp and đş Olivia Whitworth. P.S. Know a colleague who'd benefit from these insights? If you'd like to subscribe to our Newsletter head to our LinkedIn.
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