Improving your selling techniques is easy once you understand that selling is often just persuasion. Essentially, you are simply persuading your customers that your products or services are the best and they should buy from you. With this always in the forefront of your mind, here are three simple persuasion techniques that can help you motivate and excite your customers into taking action.
Firstly, it helps to make your product appear totally in demand or extremely hard to get because people want what they can’t have. By promoting your product as limited or scarce, customers are more likely to show interest in it and be motivated into buying because they are likely to miss out if they don’t.
Techniques to use are saying things like “it’s the last model available”, “supplies are limited” or “it’s a special edition item”. You will often see in adverts or direct marketing that “the sale ends soon” or there isn’t much stock left available.
Research shows that people find more value in something that they have had a hard time acquiring, so by making your product hard to get will in turn, make your customers want it more.
Another tip is to turn traditional selling on its head and avoid pushing the idea of what you will gain from the product. A better technique is to talk only about what your customer is going to lose by not buying your product or service.
By pushing them to think about what they’ll lose, you will motivate them into action and motivation can be a powerful tool when selling. Essentially, you are giving your customers a very definite call to action, without them even realising.
When it comes to selling a product or service, customer recommendations and positive word of mouth has always been a great marketing tool. Taking this one step further is the next persuasion technique that will help you up your sales. What you need to do is present yourself or your product as someone or something valued by the experts.
Research has shown that when some consumers are unsure about which product or service to buy, a positive recommendation from an expert can influence them into making a decision. So make this work for you. Try to find experts in your area or industry who carry a high opinion of your product or services and ask them to give a recommendation that you can use within your sales pitch.
Make use of testimonials from satisfied customers, show successful case studies and share positive comments with any potential customers to show that the experts value what you’re selling.
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