Effective sales techniques that will win over the buyer

Effective sales techniques that work

Have you ever wondered why you sometimes buy things you hadn’t even considered before? Or why some advertising campaigns linger in your mind even when you try to forget them?

Marketers have long since mastered a few tricky techniques that make purchases almost inevitable. They know how to play on our weaknesses and desires, and they use it to influence our decisions.

Let’s break down these effective sales techniques by shelf. You’ll be surprised how easy it is to change your perception of prices.

The “Magic of Numbers” technique

When it comes to selling, one of the most effective strategies is playing with numbers. The idea is to first name a big number that attracts attention, and then offer a lower value that looks even more attractive.

For example, you can use this technique when advertising a new model of coffee machine. First, say that similar models cost $500. Then emphasize that you have a special offer on the same model for $299. This creates a benefit effect and encourages the customer to buy.

This approach plays on consumer psychology: a large number at the beginning attracts attention, and then a smaller amount looks much more attractive and affordable. This can be useful for increasing conversion and customer engagement.

“Context” technique

The perception of an amount can change depending on the context in which it is presented. For example, a lump sum may look less significant if it is compared to an even larger expense.

Imagine you are planning to renovate your apartment and receive a bill for $2,000 for new furniture. At first, this amount may seem like a lot. But if you’re considering buying a new apartment for $50,000, the furniture costs look much smaller in the context of the overall cost.

This technique works because human perception of price is often relative and depends on comparison with other costs. When you put a larger expense next to a smaller one, the latter seems less significant and more acceptable.

So, using the context technique can be a powerful tool in marketing and sales, allowing you to create the impression that your product or service is beneficial and worth the investment.

The technique of past investments

What is it? The past investment technique is based on people’s desire to justify the costs or efforts that have already been made. People often continue to invest in something, even if it is no longer the optimal solution, just to avoid losing what they have already invested.

How does it work? Imagine you have old tiles in your bathroom. You’ve already spent money on buying and installing them. Now the tiles look worn out and you need to do something about it. Instead of spending money on new tiles, you can use a special tile paint.

Why does it work? When people have already invested money or effort in something, they tend to look for ways to make sure that investment wasn’t in vain. If you can show how your product or service will help to “justify” past expenditures, you can encourage people to make a purchase or use your services. This creates a sense that their past spending has not been in vain, which is a strong incentive to spend more.

The “That's why” technique

The technique is based on creating an emotional connection with the customer through a detailed understanding of their problem or need, and then providing a specific solution that directly addresses those needs. This approach helps make your offers more relevant and convincing.

“Do you often feel stressed because of the constant search for the right clothes for your child to wear to school? Does every morning turn into chaos when you try to remember what you need to pack and it takes a lot of time? That’s why we have developed special organizers for school supplies to help you organize all your child’s things.”

These sales techniques help to create a true understanding of customer needs and offer them a solution that best meets their expectations.

The “Backlash” technique

The technique is based on the use of a reverse approach to attract customers’ attention. It involves presenting information that may initially appear negative or contradictory, but in fact serves to confirm or increase interest in a product or service. This allows you to attract attention and encourage potential customers to check out the promises made on their own.

 

Use hyperbolic or unexpected promises that may seem excessive or unrealistic at first. This will attract attention and stimulate curiosity. Offer something that makes the customer want to check out or try the product for themselves. It can be an interesting or even shocking statement.

“Our vitamins are so effective that you can feel the difference in 24 hours”

“Our course promises to make you an expert in this field in a month.” The Backlash Technique

The Backlash technique uses unexpected or provocative statements to attract attention and stimulate action from potential customers. This not only attracts their attention, but also creates the conditions for them to check out your product or service, which can lead to increased interest and sales.

Technique “Illusion of choice”

It consists in giving customers the appearance of choosing between different options, although all of these options lead to the same result. This reduces the stress and doubt associated with the purchase, while increasing the likelihood that the customer will make a purchase.

The illusion of choice helps customers feel in control of their purchase, which can reduce any discomfort or anxiety associated with the buying process.

“You can buy our product on our website or visit our physical store. Choose the most convenient way to buy!”

“Choose one of three delivery options: standard, express, or store pickup. Each option will allow you to receive the goods at a time convenient for you.”

The Illusion of Choice technique helps to reduce customer anxiety by giving them a sense of freedom in their choices, which can increase the likelihood of a purchase and improve the overall perception of the process.

So, now that you know what sales techniques are, you now have some simple but very effective tools in your arsenal that can make a big difference in how your customers make their buying decisions.

These techniques will help you better understand what really motivates people to buy and how you can use them in your business. It’s important not just to know about them, but to actively apply them in your strategies. This way you can stand out from the competition and get one step closer to your customers. Business success is not only about the product, but also about how you present it.

If you want to learn more about where your audience is hiding, I share with you the broadcast “20 sales channels”, you can watch the broadcast or pick up the document ? here