Psychology of selling

In order to be successful, it is critical to not just understand who your customers are, but what motivates them to spend their money. Psychology in selling involves zeroing in on customers’ emotional needs instead of highlighting a product’s value. Putting yourself in a customer’s shoes helps manage your sales pitch. Most individuals buy due to emotion over logic. There are seven typical emotional responses to a sale, and understanding these psychological attitudes relates directly to your Why do people buy? Understanding and relating to your customer’s needs is the cornerstone of good marketing. People want to be understood, and being able to relate on a social level can increase your chance of making the sale. How psychology is used in selling Sales psychology is a type of process that involves considering the psyche of your target market to Sales professionals can tap into a customer’s emotions as a way to Examples of how psychology is used in selling The psychology of selling was outlined by Robert Cialdini in his book Influence, with seven key principles he highlighted. These principles are: • Reciprocity • Commitment • Liking • Authority • Social • Scarcity • Unity Each of these principles delves into a person’s psychological responses during a sales setting. Here is more on each one. Reciprocity principles of sales psychology For reciprocity, the focus is on the emotional need to give something back after receiving something. Think of it like returning a favor: If ...

The human brain is striking. If you can trace the correct path to cause someone’s mind to flip to your way of thinking, you make the sale. Think about your last impulsive purchase. Why did you get your new iPhone, those $250 denim pants, or your 7th fidget spinner? It was nothing but an emotional trigger set forth in your brain which caused you to have a wish so deeply, you ended up giving in to the emotion. Every action you perform is In this piece, we will be looking at what the psychology of sales truly is and how you can leverage it to close more deals faster. What is sales psychology? Sales psychology can be defined as a process that studies the psyche of your target market to sell your services and products. Instead of convincing customers they need your offering, you find ways to market to their current wants and needs. There are a number of ways in which individuals buy a product or subscribe to a service. Some use logic and reason over emotion when purchasing new products. In other cases, the person buys impulsively and rationalizes the purchase later. Comprehending your customer’s needs and relating to them is the cornerstone of a good sales process. People want to be understood, and being able to relate with them through your brand can increase your probability of making the sale. Sales professionals can tap into a customer's emotions as a way to close a sale. A common mistake in sales pitches is focusing on costs. If a sales associate understands the values of ...

• Marketing • Create interest and stand out in your industry. • Attract and convert meaningful traffic using SEO. • Drive leads fast using PPC, social ads, and more. • All marketing services • Sales • Finalize and align sales processes with your Sales Hub. • Leverage content and sales tools to close deals fast. • All sales services • Website • Design and develop a customized site in the CMS Hub. • Pick a HubSpot theme and get your site built faster. • Import your current content into a new HubSpot website theme. • All website services • Neurology – what goes on in the human brain and why – changes on a very slow timescale. The mental hardware we’re lugging around between our ears today is still roughly the same as what our ancestors were using many millennia ago. The earliest known cave painters working 30,000 years ago had basically the same mental faculties as Pablo Picasso (1881-1973). But psychology – our understanding of human thought – is moving faster by the day. Since the beginning of time, commerce has been a core part of the human experience. Simple barter exchanges in local areas gave way to recognizable systems of trade as early civilizations minted their first coinage. Surprisingly, many of those “ancient” experiences may as well have happened last week. For example, the That’s nearly 4,000 years ago – and though the language it was written in is has long been dead, the sentiments are surprisingly familiar. It’s not that a psychology of selling only recently c...

The Psychology of Selling The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy. It shares ideas, methods, strategies, and techniques for salespeople to sell faster and easier than ever before. It’s a must-read for salespeople of all verticals, and we’ve got a complete summary here. Brian Tracy’s classic guidebook, “ Chapter 1: The Inner Game of Selling Tracy begins his book by explaining why salespeople are important and how they can break into the top 20% of reps in any business. He explains, “The only real creators of wealth in our society are businesses,” and “Salespeople are the most vital people in any business.” Tracy continues, “Without sales, the biggest and most sophisticated companies shut down.” If that doesn’t get you fired up to head into the office today, I don’t know what will. While a vibrant sales team is crucial for success, not everyone is bound for greatness. The He believes if salespeople focus on getting a little bit better in key areas of selling, it accumulates into “an extraordinary difference in income.” These seven key result areas, or KRAs, are: • Prospecting • Building rapport • Identifying needs • Presenting • Answering objections • Closing the sale • Getting resales and referrals Tracy also believes a salesperson’s “self-concept” is important to success. A bad self-concept in any one of these key areas means you’ll avoid it, make mistakes, and feel frustrated. If you have a positive self-concept about ...

Top salespeople do a LOT of We pored over the American Psychological Association’s How is psychology used in sales? Every salesperson knows that human beings aren’t rational economic creatures. Sure, sales is partly about need, but it’s also about how you feel. It’s about the emotions created by the circumstances, the customers’ relationship with the product and the salesperson, and how they view themselves. All of those are open to change, depending on how the situation is presented to that customer by you, the salesperson. (And of course, we’re talking about the psychology of the customer here. The truth is that how the salesperson views themselves is also important. We’re going to start by looking at some of the fundamental principles of how psychology is used in selling. But then we’ll get a little deeper, and see how selling like a psycho(therapist) can help you counsel opportunities to Seven psychological triggers that build rapport & close deals The psychology of selling has been studied for a long time. There are The desire to give back If people give us something for free, we tend to want to reciprocate. It’s human nature to want to make things an even trade. For this reason, it’s good business to reach out and offer something first – a free gift, free content, or free advice and support. If you’re supportive and helpful for a long enough time, your customer will feel the desire to do something for you. Commitment People like to do what they’ve always done. Once w...

92% of people will trust a recommendation from someone they know – but 70% will also trust a recommendation from someone they have no relationship with at all. Social proof is just one of the ways that brands can build trust with their target audience. If you can tap into this key concept in the psychology of selling, you can get a roadmap to how potential customers think, make decisions and calculate the risk and reward of every purchase. Here’s what you need to know about sales psychology – and 6 key principles to help you sell more. Click the links below to skip ahead: • What is the psychology of selling – and why is it important? • Why you should be using psychology in sales • Top 6 sales psychology concepts and how to use them • Authority • Social proof • Scarcity • Reciprocity • Commitment and consistency • Liking • 4 principles of decision making in sales • 5 expert tips for how to master sales psychology Popularized by Dr. Robert Ciadlini in his bestselling book Influence , the psychology of selling refers to the use of psychological principles to tap into the needs and emotions of your target audience to sell your services and products. Rather than telling your customers what they should buy, the psychology of selling is about understanding individuals’ needs, wants and fears – and relating to them on an emotional level in order to encourage them to make a purchase. One of the biggest mistakes inexperienced sales professionals make is trying to convince someone to...