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Psychology of selling
By Theo Handen
Finally the word is getting out there, we are really hearing about building value, trust and a relationship more and more. I have come from pharma sales and it was all about building a huge amount of trust and credibility for a doctor to prescribe my medicines that I was selling with confidence. So here are 6 essential ingredients that you must show through the selling process, and this applies to both offline and online sales. 1. You must start a relationship by reciprocation. Give away free info or product and gain a natural reason for the prospect to return s favor by giving you their contact details and a potential purchase later on. 2. Add authority , people take orders and listen to people of authority over anything else. It's your responsibility to show that to them. 3. Likeability. We have seen that people buy from more attractive individuals, whilst you may not be able to change your looks, you can certainly create a more likeable personality that again harbours trust. 4. Scarcity, this is a no brainer the whole concept of the 'sale' or the 'only for today' and limited time offers, when somthing is percieved to be in short supply or high in demand the perception of that item suddenly becomes more desirable! So simplistically throw in a time period for offers in your sales flow! 5. Use commitment and consistency, this is a very clever method, when people often optin for a free gift or somthing of low value and are asked again to commit to another offer in assocaition or linked to the first offer they often comply rather than turn away. An example for an internet based sales process would be opting in to receive a free report and then being offered an upsell in relation to the free offer which can be worked in with the reciprocation factor and also if you added scarcity as a one time offer you have a powerful call to action to get a sale. 6. Finnally as human beings when we don't have enough information we follow others it's called social proof, adding a simpe statement or statistic such as 33% of people chose to upgrade to the elite version, or join over 600 satisfied pro members by upgrading now, gives the pospect a reason to buy through association of social proof! If you can add all these elements to your point of sale you will create a real urge for someone to take up your offer and buy. So play around and see how you can recompose your offer to include the above ingredients |
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PLEASE VISIT THE CONTRIBUTOR'S WEBSITE
Theohanden.com
blog on internet marketing web2.0 and more
theohanden.com/blog
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