Here's a question – Among the psychological sales techniques: which one works best? Do you think giving your customers a bargain basement prices would be easy on them to be taken for a ride? Do you ever realize the norm of reciprocity is the best psychological sales technique?
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It's always important to cater to customers when creating your sales landers. Prospects should always be able to find what they're looking for when they want it at every step of the buying process from research to the final purchase. One of the best ways to meet your customers' needs is to look at the buying process from client's perspective and to understand what they're looking for at every point when interacting with your sales. Subsequently, you should have a strong understanding of a person's psychology when making buying decisions. Human psychology plays a lot into your development process to create the ideal user experience.
Avoid Overwhelming Buyers with Choices
Choice overload is a simple concept: Consumers facing an overabundance of choices can become overwhelmed, leading 1 dissatisfaction with their final selection in many cases. For instance, a service package might feature a wide variety of options or a wide selection of products could feature various features, making it difficult to settle for just one option. In short, don't let your buyer be too picky! There are certain circumstances that could lead to consumers feeling overwhelmed with choice overload, including:
- Decision task difficulty – Consumers might feel pressured to make a decision quickly without thoroughly reviewing their options
- Choice set complexity - The variation of data that a person needs to look through when making a decision
- Decision goal - The consumer could be researching products and services and isn't necessarily ready to make a purchase
- Preference uncertainty - A person may not entirely understand what it i s they want in a product or service category
While it may be difficult to control all of these, you can more easily control choice set complexity by structuring your sales in a way that helps limit their-choices based on clearly indicated preferences. Advanced search functions and product comparisons can cater to shoppers' preferences and more effectively give them what they want.
Implement Visual Priming
You can use your website's colors and images to influence people's choices when browsing your online store in a technique known as "visual priming," in which a certain trigger in an image or background might cue someone to focus more on a specific product or feature.
A research study found how visual priming affected buyers' decisions. Specifically, each experiment in the study involved subjects viewing introductory web pages on an online furniture store with background images that were intended to inspire certain thinking patterns. Some color schemes and images using blue hues were designed to evoke comfort in the user while othersWith a greener background and images of money made consumers more price-centric in their thinking.
As a result of this "priming" consumers made certain decisions and looked at information about products based partly on the backgrounds they encountered. For instance, subjects who viewed the blue sky-themed background sought furniture based on comfort levels while those viewing the green background looked for furniture options according to price. Depending on your goals and products you're trying to sell, you can also use visual priming to influence the buyer's decision more indirectly.
Of all the classic sales tactics, which one is most likely to make a client say yes? Few approaches are some of the most widely used techniques, but some work better than others. Read on to find out howto put them into practice and leam which one will work best for your business.
To use the door-in-face technique, you start off with a large request expecting the client to refuse it. Once the client says no, you make a much smaller request which the client is more likely to accept fortwo reasons they feel socially obligated to comply because they think you compromised for them, and they have an urge to alleviate the guilt they feel from saying no to you the first time.
This technique can be quite effective, but there are a few things you can do to make it more likely to work. Make sure you make the second larger request quickly after the client refuses the first one. Also, instead of involving a partner, make sure you're the only one presenting both offers. That way, the client will feel more of a personal obligation to comply.
Lowballing is getting the client to agree to a reasonable price, then increasing the price slightly. There's a better chance that the client will agree to the higher price because they've already made a commitment that they'll want to followthrough with, and the price of their desired item is probably still within their budget. They've already formed an attachment to the item by agreeing to the lower price and feeling like they got what they wanted; paying a little more isn't a good reason to refuse from their point of view.
The foot-in-door technique, like lowballing, involves going from a smaller to larger demand. However, instead of focusing the demand on the price of one item, you try to get the client to agree to purchase two different items. The client commits to one sale and is then asked to comply with a larger but related request, like buying an expensive item that goes along with the first purchased item. While this technique has been shown to be effective and clients are more likely to sayyes to the second request, it can be quite obvious and easy for customers to spot.
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