Psychology Makes the Difference: 3 Sales Examples
"Why should every sales organization apply behavioral science? Discover 3 sharp examples of how human knowledge directly impacts your sales results."
Whether it is sales, marketing, education or even politics: there is a growing number of disciplines that realize that insights from behavioral sciences are simply too important to ignore.
By using the findings of behavioral science, you as a company can make smarter decisions, increase revenue and better serve customers.
1. Present before or after a competitor?
Whether you should go first or last depends on one important factor: the time between presentations. If you present on the same day, you should go first. If the time between presentations is more than a week, you should go last.
Match-day tip: If you present on the same day, go first - you shape the buyer's perception and create biases that put your competitor at a disadvantage.
2. Does it help to communicate many features?
Too many products and options can overwhelm the brain and hinder a purchase decision. But if only one option is presented, buyers will also not feel comfortable.
3. Put pressure on your potential customer or not?
The answer is reactance: the feelings that occur when people notice that their ability to choose freely is being restricted. When this happens, they will want to do the opposite.
In fundraising, the number of new donors increased by almost 400% when the question ended with of course free to become a donor or not.
Conclusion
By using behavioral science, you as a sales department or sales professional can make smarter decisions and better serve customers.
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