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Influencers Invited Sales Blog

The Psychology of Sales

Why Do People Buy?

Understanding and relating to your customer’s needs is the cornerstone of good selling. People want to be understood, being able to show you understand their needs will increase your chance of making the sale. After all, if you were in a foreign country where buyers only speak the native language, would you speak their language, or yours?

People you Know, Like and Trust
According to this principle, we are more likely to say yes if we like the person who is selling it. This is why many celebrities are used to promote products and services. Think of all the people who buy because of the person endorsing a product. If you cannot afford a celebrity, try a personal story in the “about us” section of your web page. This will give you authenticity and a more personal touch.

Principle of Giving
According to this principle, if you receive a gift, you feel compelled to give back. Often the customer will buy because they were given a free sample. Giving a gift to someone when they purchase has a two-fold effect. They are pleased with getting it, and they are often compelled to buy more as the free gift increase the purchase value.

People are quite involved in their own lives and very rarely take the time to compliment someone else. Complimenting your buyer has the effect of endearing your buyer to you. I wouldn’t go overboard, but doesn’t everyone love to get a compliment when it is sincere?

Staying Relevant
Stay in front of your buyer through e-mail, voice mail, newsletters, and any other means you can. Do not spam them; nobody likes a ton of junk mail. They will send you to spam land if you are not careful. Be measured about the time, content, and especially the value of the messaging. Think of information the buyer can use in their world that is relevant.

Social Proof
We are social creatures. We often look at what others are saying and doing before we make a decision on buying. This is why client testimonials are so powerful. In today’s sales climate video testimonials have become very popular. A satisfied customer has 10X the impact of selling your product, or service than you do. Try these techniques to increase your awareness, likability, and originality in today’s sales landscape.

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