Depending on what you are selling there are times when selling your products goes by itself. You know, Black Friday or Holidays season. But each salesman or business owner wants to sell more every day, not just on special occasions. To help you do that we put together a list of psychological tricks to boost your sales. Sale more now!
1. “Useless” or “decoy” pricing
For example, you provide cleaning services and you have 2 subscription plans, listed below:
- Clean your carpets once a month – 10$
- Clean your carpets twice a month – 19$
Of course, you want to sell more the expensive one. But most of the people will go for the first option as they will probably consider that carpets don’t get dirty that much to need cleaning twice per month. Plus they will have to pay almost double for it. Sale more the 19$ plan like this – add a third plan:
- Clean your carpets once a month – 10$
- Clean your carpets twice a month – 18$
- Clean your carpets twice a month & wipe your windows – 19$
Now, most of the people (around 80% according to the statistics) will go for the third plan. Why? Because they need to pay only 1 extra buck to get their windows cleaned as well. It is an offer they cannot miss. For you, it will be an extra effort, true, but the carpets will not be that dirty as you clean them more often and the time and products saved there can be used to clean the windows. In the end, you will spend the same time, use the same amount of cleaning products, but get 19$ instead of 10$.
2. A tired customer, a happy salesman
You can convince a tired person to buy something much easier. Why? Because when people are drained, they don’t have the mental energy to question the offer or the price. They just want it and be over with it.
3. Use nouns instead of verbs
When pitching a product or service try to use more nouns. This will boost your sales. You will trigger in customer’s subconscious the sense of property. How you do that? Instead of saying “How important is for you to buy a Rolex?” you can say “How important is for you to become a Rolex owner?”. Being the owner of a 10.000$ Rolex is not something everybody is. It gives you a social status, it means more than just spending money on a watch.
4. Use the environment in your favor. Sale more
When you have an important sales meeting try to find out something about your customer’s habits. Maybe he likes coffee or walking in the park. In this case, don’t set the meeting in the office. Ask him to meet in a quiet coffee house or in the park. As he is in a known environment he will feel more comfortable so he will be more flexible and open to an agreement. If you meet in an office, with white walls, gray tables and close to zero sunlight, will make him pick up his guard without even realizing it.
5. Change the perception
The important thing when asking for money is how you do it. How much, it goes on the second place. This tactic is used mostly by banks and retailers. It is one thing to ask for 5$ per week than 260$ per year. 5$ per week is not a big deal, but 260$ could cover your kids piano lessons this month. This is the concept behind the monthly fees. It gives you the impression that you pay less, even if in the end you pay the same or even more (see bank loans where they add also interest).
6. Place anchors
Buying a 17.99$ nice bottle of wine can look as the best option while comparing it with a 55.99$ bottle. But you can find a good wine bottle with 15.99$ as well, and the difference in taste is almost nonexistent. The tactic here is to place a product you want to sell next to another product from the same category which costs 3-4 times more while eliminating the third option. People will tend to base their decision too heavily on the first information they get (the “anchor”) even if 2 rows behind they can get the same quality at a better price. In their mind, they tend to associate the 17.99$ bottle with the quality of the 55.99$ bottle. Conclusion – sale more of the 17.99$ wine.
We hope these tricks will help you sell more. Let us know if you applied some of these tactics and how it went for you. Did it boost your sales? Thanks!
Tip: It also might be useful for you to check our article about how to convince people.