All people have pre-programmed responses to certain situations, which tend to be learned than pre-programmed at birth.
Each person has build beliefs that they make decisions such as:
Educated-intelligence Expert opinion-true
When people hear words unconsciously, they picture that word in their mind, in a certain way.
You should get others to associate good feelings about your product or service, and if you create good rapport, it would be more easy for you.
Now we are going to see some of the techniques you can use to convince the customer to buy from you:
The Yes set
It is a process of asking questions that you are guaranteed to get a “YES” response.
If you get the other person to answer 6-7 times with a yes response which may be different topics you are almost guaranteed to get another yes.
People use their unconscious mind to make instant decisions. When a car is in the wrong way in front of your vehicle, your unconscious mind keeps you safe from crashing.
Our unconscious mind makes decisions based on rules and past experiences.
One principle relating your unconscious mind is: A person will strive to remain consistent with their past actions, decisions, and statements.
When you use this technique, when you create a yes mindset, it is more easy for you to make them see things like from your perspective. Also, this will get them more open to listening to your benefits.
Using the “Yes Set” in sales requires you to get the other person to agree to a few simple questions. How are you doing today, pretty good? Can you please sit down here? Is the temperature in the room comfortable?
You can ask questions by repeating back what they said to you. When you make a statement everyone agrees is true (the weather today is beautiful, isn’t it?), make a statement like this“better safe than sorry, right?”.
Most people freeze up when their yes set is interrupted with a no response. All you have to do is to jump back to a previous statement the customer agreed.
If you get a “No” response, it means you are moving too fast to close with the customer. Look for all the customer reactions and feedback instead of an argument.
Once we have decided to do something we feel a great deal of pressure to continue doing it.
Acting in a consistent matter makes sense. You need to get them to think that your advice relating to your product is compatible with their past decisions and actions.
It is important that they positively affirm each statement you make.
By getting someone to make many mini commitments throughout a sales call, you can increase the chance they will agree to a final sale.
We have a desire to return a favour
The need to return a favour is ingrained in us. It means that when someone gifts us, we want to give something back.
You can use this technique to build your relationship with the customer.
Make sure your gift is not too large, you don’t want the customer to think is a bribe.
People have a hard time resisting not taking advantage of an opportunity if they believe they won’t get a chance to get it again.
Even flawed items are a high demand today if they have the quality, scarcity.
The thought of losing something will motivate us more than something more valuable that you can find easier.
This principle is valid in circumstances of uncertainty. Loss plays an essential role in all human decisions.
Research has shown that if we tell someone that an item is short of supply or the cost of the manufacturing is going up, you are almost guaranteeing that they will buy more of it.
What majority of people are doing
We determine what is right to do by finding out what majority of people are doing.
In fact, 95% of the people imitate the actions of the others rather than try and imitate their actions. We follow others because of the uncertainty feeling we have.
We use shortcuts to make nearly all of our decisions. Our brain loves to follow shortcuts. Familiarity in the presentation of ideas has more to do whether people believe in it, rather than facts.