How to Use Psychological Triggers to Initiate Sales?
Every sale is an art and a science.
The seller needs to go into the buyer’s mind and create the psychological circumstances which will convince the client to buy the product. Through various ways of communication, the seller must understand not only what the client wants but also create wants which the client had not thought of earlier.
Some Psychological Factors Which Influence People to Buy
Every person who is trying to sell something – products or services – should keep these factors in mind while talking to a prospective client.
- Something New – we are always searching for something new, something different. If you, as a salesperson can present a new product or a new feature of an existing product, that could be very attractive to your client.
- Highlighting a Problem and Providing the Solution – Many things can go wrong in a person’s life - illness, financial problem, damage to property and assets etc. You can make the client realize their vulnerability and convince them how your product can provide a safeguard against the problem or deliver them from the problem.
- Arousing Curiosity – Increasing the curiosity and interest of the client regarding the product is a very important tool for sellers. This makes the prospective client ask more questions and gives an opportunity to engage further with the client.
- Attaching a Personal Touch – During the initial stages of the conversation, you can share personal stories and experiences of other clients related to the product. In this way the client can relate to the product more closely and feel connected. Facts and terms, although most significant, can make a conversation dull if only filled with these. You can also add how the product has helped you personally.
- Keeping Things Simple – It is highly possible that the prospective client does not have a strong knowledge about the field of the product. If you bombard him or her with too much and too complicated information, that could make him or her lose interest. You must explain everything in a way the client can understand easily. For example, the terms and conditions of a health insurance policy can be very confusing. You have to break-up the information in simple terms so that the client does not feel overwhelmed.
- Giving Due Respect and Importance – You should make the client feel valuable and important. Everyone likes a bit of appreciation and adulation. This makes a very favorable impact on the client.
- Creating a Sense of Dearth- It is a common psychological tendency that we tend to buy something which is scarce or is on special offer for a short time. You can convince the client to make a purchase if you can make him or her feel that the product is available for a short time or there is a temporary discount. This is a very successful trigger for buying somethinginstantly.
- Creating a Community with other Clients –People tend to get influenced by someone like them or someone they like. Hence we see the huge demand for ‘influencers’ on social media. When prospective clients see the product being used by many people like them, they feel re-assured about the product and think about buying it themselves.
By using these psychological tools effectively, you can manipulate the prospective client to take a positive decision towards buying whatever you have to offer.