| |
| |
|
Sales Training Information |
|
|
|
One Simple Persuasion Secret That Will Blow The Roof Off Your Sales
The next time you're shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99." These stores are taking advantage of an incredibly effective persuasion technique called "psychological sequencing." By sequencing the order in which offers are presented, psychologists have found that marketing and salespeople can get customers to purchase more products at a faster rate. You can use the same process to make a huge impact on your sales. This article focuses on exactly how to do it. The Psychology of Sequencing Have you ever put your finger into freezing cold water and then put the same finger into slightly cool water? What happens? After putting your finger into the freezing cold water, it provides a "sequencing effect," and the slightly cool water actually feels warm. Your perception has changed. You can use a similar process to make more money. Infomercials, for example, tell us, "You'd think that this wonderful product would cost $200 or $300, but we're offering it to you today for only $29.99." Grocery stores use psychological sequencing to easily make more money. They place price tags next to food items saying, "$4.95-or $3.00 With Your Highlander Plus Card)." Direct mail experts have learned how to maximize profits by sequencing their messages. They say, "How much would you like to donate? __ $100 __$75 __$50 __$25." Research shows that this strategy increases the amount of money people are willing to donate. How to Use Sequencing to Blow the Roof off Your Profits There's an important lesson in all of these examples: You can dramatically increase you sales once you get good at applying the principle of psychological sequencing. If you want to immediately begin profiting from the power of psychological sequencing, start with the following three steps: 1. Start high and work your way down. If you sell televisions, for example, start your presentation by encouraging customers to look at your more expensive TVs first. Say to them, "Let's start by looking at some of the more high-end TVs so you can get a feel for all of the features offered." Why should you start with the expensive items? After looking at the $1,500 TVs, the $800 TVs seem more affordable. As a result, the customer is more likely to buy, and he is also more likely to buy a more expensive TV. 2. Be creative with the way that you sequence. I have an auto mechanic who makes me feel good about giving him money. If he has to call and tell me that I need costly new rear brakes, he jokingly says, "Scott, you need a new engine and transmission." After taking my breath away, he says, "I'm just kidding, Scott, you really only need rear brakes." I think, "Wow, what a relief, I just need the brakes." 3. Make psychological sequencing permanent. Do you want to consistently make more money? Find a way to make psychological sequencing a permanent part of your presentations. Each offer should provide your customers with a comparison to another price or product that makes your offer look like the best deal. Scott Moldenhauer is considered an expert on consumer behavior and persuasion. In addition to his speaking and consulting engagements, he has taught persuasion at the University of Arizona and the University of Phoenix. For more free information on the psychology of persuasion, visit http://www.persuasionconsultants.com.
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Increase Your Influence, Increase Your Sales Selling is everyone's lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince and influence others. Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt!Concrete. Tiles. How Do You Use Your Sales Commissions? What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems. Sales Skills are Life Skills I love the art of selling. LOVE IT. 5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever! 1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. How Can A Smelly, Hissing Goose Teach You To Be A Business Leader? In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Dramatically Increase Sales With The KISS Test We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not. Increase Profits from Your Existing Customers An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Order Takers vs. Sales Professionals As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order - but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests - in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections?Some would argue, as salespeople, we have not handled all the possible objections upfront, in other words we have not demonstrated our value proposition fully. However, in the real world objections at the last minute happen to all of us regardless of what we think we have done to conclude the deal. How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense .. In Sales The Biggest Rolodex Wins How many names do you have in your business Rolodex? ______ If you respond the way most salespeople do - you'll estimate 200, 400, 700, 1,000 etc. Remember this, if your answer ended with a zero - you don't really know, do you? Your Rolodex, or contact management system, is one of your most important business assets.
|
| home | site map |
| © 2006 |