In this three-part series, we cover three tactics essential to the modern salesperson: disrupting buyer inertia, harnessing the conversion power of advocacy, and leveraging the psychology of purchase decisions.
Part one: disrupting buyer inertia.
Part two: the power of advocacy in converting leads.
Most of the purchase decisions your customers make are driven by emotion and impulse, rather than logic.
As a result, the modern sales professional has to take advantage of modern sales techniques and insights if they want to survive and thrive.
In this three-part series, we’ve already discussed two principles that modern sellers need to master to continue to meet the changing needs of their buyers:
Disrupting buyer inertia by understanding and addressing about what your target customer wants, not focusing on what your product or service is.
Harnessing the conversion power of advocacy – the highest-converting source of product and service information.
Today, we’ll explore the third and final principle: the psychology of purchase decisions.
“Our brains trick us into making seemingly logical decisions that are actually fuelled by emotion and impulse.”
“Create interactions that rely on building empathy with the customer.”
Studies have shown that 67% of buyers purchased a product or service for the first time because of a position that brand took on a particular issue.
The best part about belief-centric approaches is that your team will be able to execute them with passion and high conviction, stirring a huge amount of positive emotions in your customer’s mind and moving them to convert faster.
Learn more about modern selling in our free ebook: 4 Steps to Transforming Your Sales Process.