Okay, so today, I want to talk to you about the seven priority factors that come to mind when closing a sale.
So if you’re not sure why people buy or you’re interested in finding out the things that subconsciously matter to people when making a purchase. Or you want to take a new approach to your sales process that will help you close the deal, these priority factors will give you some new options for your sales process that are psychologically prove to work. Letting you understand more about the mentality behind buying, whether that’s yourself or potential client.
Here are seven of the motivators behind someone purchase… other than their need or want for the product:
1. Sense of Urgency
The first is when there’s a sense of urgency. For example, all of the limited-time offers you see when you go to a shopping center or even out to a local takeout. This is by far one of the most used in the general marketplace. And it still works!
2. Fear of Loss
Another popular factor that is used by many businesses, is making someone feel like they are going to miss out on something great if they don’t take action. Like when you hear commercial that says, “For the next five callers, you also get this free thing.”
3. Jones Theory
Another factor that works is the Jones Theory. This is a sort of social proof. Mentioning other people that it worked really well for, “John did this, when he started he was amazed at how easy it was” and things like that. A lot of companies use testimonials or case studies to achieve this, and it works really well.
Possibly one of the most surprising factors is that people will buy a product simply because they liked or trusted the person that tried to sell it to them. There is a saying, “people buy from people they like, know and trust” and this is so true. And this is because people feel it’s harder to say “no” to someone they like. But also because if someone they can put their trust into is promoting a product or service, some of that trust is passed along to assuming the product or service is good.
5. Advanced Agreement
This next one is where you get them to agree on something before you actually get them to say “yes” to your product or service. For example, “Would you agree that if you keep cutting your lawn with scissors, you’d be wasting a lot more time than if you had something that cut large patches for you all at once?” Now that’s a super extreme example for if you’re trying to sell a lawn mower to someone that never owned one before. But you get the idea.
Now frugality is a pretty simple one but it is quite a big one, cause we all like to save some money. So someone says, “It’s usually $990 but for this month it’s only $400.” You’ll automatically think, “I could save more than $500 if I buy this now.”
And this final factor, this one is not as used as much and it’s indifference. You have to be slightly more careful when you use this factor. But when used appropriately, it works really well for those skeptical people who are still viewing you as a salesperson just trying to sell them stuff. You simply say something like, “It makes no real different to me if you buy or not.” And then you give them the option to buy. This works really well when stacked with something like frugality. So you could say, “It makes no real difference to me if you buy or not, but if you are interested, it’s usually $990 but we have this special for this month so it’s only $400” – because we wouldn’t be trying to sell it to someone if it wasn’t going to suit them. So it shouldn’t matter to us if they buy or not because it should be an easy buy for the client.
So, give it a go. Try putting one of these priority factors into your sales process and see if your conversion increases at all. And if you want to get a little more fancy, try stacking a few of them together. And then create a full system out of these factors.
And if you like this video, go to http://tradescoaching.com/chat and book in to have a chat to myself or one of our coaches about how we can help you in your business.
Bye for now!