6 Principles to Help Improve Your Sales

The following principles based on sales psychology can help you to improve the efficiency of your selling process.

Here are the 6 universal factors that guide sales decision making:

1. Reciprocity: People like to follow the "Return the Favor" concept. So surprise your potential customers and give them something first that is personalized and unexpected. This also makes them feel you have value to offer them.
2. Scarcity: People want more of those things there are less of. They also want to have things that others have a high demand for. You must create this impression on the customer with your presentation. You also have to clearly show them the value on offer, they want to know how they can benefit and "what's in it for them". You'll also need to point out what is unique about your sale and what they stand to lose if they don't take your offer.
3. Authority: People follow the lead of credible and knowledgeable experts. Signal to others what makes you a knowledgeable authority before you attempt to sell them. Show them the endorsements you have from other clients or companies and how your product has a proven track record.
4. Consistency: Ask for small initial commitments, that are easily made, this activates consistency. When seeking to influence for a sale, ask the client to do voluntary small tasks and create active engagements that will drive them to the final call to action.
5. Liking: People say yes to those they like. Look for areas of similarity that you share with others. Show them other groups of people that have already bought the product and that they will feel they can relate to. Compliment them for having an interest in your brand and offer. Show them gratitude for their time and giving their attention to learning about your offer. All this can help before you start talking business.
6. Consensus: People will look at the actions of others to determine their own. Rather then relying on your own ability to persuade others, you can point out what similiar poeople are already doing. This helps to generate a feeling of wanting to be a part of the group or also wanting to own that product.

You can implement some of these ideas to make sure you get the most out of your marketing efforts.