Marketing

Understanding why people buy - the psychological stuff

Our latest Newsletter covers the quirky world of buyer psychology because understanding why people buy helps you tailor your pitch and close those deals with finesse.

Lorna Wright
•
September 5, 2024
September 23, 2024
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Our latest Newsletter covers the quirky world of buyer psychology because understanding why people buy helps you tailor your pitch and close those deals with finesse.

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I’m a marker’s dream, tell me something is great or limited in numbers and I’ll buy it. I’ve had nearly every subscription but that’s me as the customer.

So over to the sales side, understanding buyer behaviour isn’t about manipulation. It’s understanding ✨psychological cues✨, so you can tailor your approach to meet your prospects where they are, making the sales process smoother and more enjoyable for everyone involved. Win-win. 🏆

1. First impressions 😃

7 seconds - that's all it takes for someone to form an opinion of you. This means 7 seconds to create a good first impression, so starting on the right foot—or voice is crucial.

Whether on the phone or in person, a warm and genuine tone sets the stage for a positive interaction.

2. The “Yessss ladder”

Tip: Start small, win big. 🪜

The “Yes Ladder” is a psychological technique where you get your prospect to agree to small things first, gradually building up to the big “yes.”

For example, ask simple questions like, “Do you want to improve your current system?” As they say yes to the smaller questions, they become more psychologically inclined to agree to bigger commitments.

3. Exclusivity

Tip: Highlight limited availability- but only if it's true. ⏳

Those “limited-time offers” make you want to act quickly it’s the scarcity effect in action. But customers can also see when it’s a poly. So if you’re not stacked to the 1000s and there is somewhat of an urgency this can work in your favour.

4. Mirror, mirror on the wall...

People like people who are like them, and mirroring body language and tone of voice is a subtle way to build rapport. If your prospect is speaking in a casual tone - match that bro.

It’s a subconscious cue that you’re on the same wavelength. 🪞

5. Don’t just take my word for it… 🌟

Testimonials, case studies, and reviews are golden in sales. ✨Sprinkle✨ them throughout your pitch to build trust and show that others have successfully benefited from your product or service.

Understanding these little cues that nudge people toward buying, as we've listed above, lets you tailor your sales technique like a pro. 🎯 So, go ahead—put these tips into action, you got this! 🚀💪

Until next week, folks. 👋

... as per, if you wanna talk about all things digital sales rooms (you know you want to) book a quick call with our awesome AE's 🎺 Ali Chrisp and 🎺 Olivia Whitworth. P.S. Know a colleague who'd benefit from these insights? If you'd like to subscribe to our Newsletter head to our LinkedIn.

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