The Power of Handling Objections If you’re selling something, then your prospects are already figuring out reasons why they shouldn’t buy it. These are called objections. Common objections include the following… The price is too high. Here the person may be able to afford the product or service, but he still thinks the price is […]
Archives for April 2020
Psychological Sales Trigger 7: Reciprocity
The Psychology of Reciprocity Reciprocity works like this: if you give your prospects something valuable, they’ll feel obligated to give you something in return. This “something” might be a referral, a sale, an email address, or something else of value to you. The reason this works is because we tend to become psychologically uncomfortable when […]
Psychological Sales Trigger 6: Conformity
The Psychology Behind Conformity Here’s something to understand about your prospects… They’re unsure of themselves. They’re not sure what to do. They prefer to see what others are doing, and then follow along. That’s right; people tend to be a little conformist. I’m not making this up. Scientists have proven that people like to conform […]
Psychological Sales Trigger 5: Authority
The Psychological Power of Authority You’ve probably heard of the old Stanley Milgram psychology studies, where average people were told by an authority figure – which was a researcher in a white coat — to deliver electric shocks to someone else whom they couldn’t see. Of course there weren’t real shocks being delivered, but the […]
Being Sociable