Only by mastering the psychological factors of consumption can salespeople succeed in trading more easily! Below I sorted out the psychological basis of sales for everyone: mastering the psychological factors of consumption and making successful transactions smoother. I hope it will inspire you!

Psychological basis of sales: master the psychological factors of consumption to make successful transactions smoother.

Why do people buy your products? What is the psychological process of people deciding to buy products? This is the first problem that salespeople should think about. Analyzing the psychological factors of purchase helps salespeople to formulate more targeted sales strategies. Some salespeople do not study the psychological reasons of customers' purchase, but infer others according to their own feelings, which can easily lead to wrong understanding. As a salesperson, we must have a clear understanding of the psychological factors of customer purchase. This is the most important part of sales and an indispensable step in the whole sales process. If the needs of target customers cannot be accurately identified, the whole sales process may be difficult to proceed smoothly. Salespeople should spend time and ask as many questions as possible to find out the internal reasons why customers need to buy your products or services at this moment.

(1) Make yourself better off.

People buy products and services because they think having them will make them better off. The reason why they are motivated to buy is that compared with other products or services, they will enjoy more convenience and comfort than not buying products or services.

For this kind of customers, sales staff should emphasize that when customers have your products, they will really have a better life than products without you. You should tell your customers that the improvement of their work and life should be worthwhile.

(b) the need for security

Everyone has basic security needs. The desire to buy for personal and family safety is so deep and strong that as long as you say it? Safer? It will interest customers. Just as no one feels too much freedom, not many people feel too much security. In terms of security, people always want more sense of security.

(3) likable

Everyone wants to win the love of others. They need to feel accepted and respected by people around them, and hope to be envied by friends, neighbors and colleagues. If your product can help them achieve these goals, they will have a strong desire to buy.

(4) Status and fame

One of the most powerful incentives for a person is his status and personal fame. Perhaps, whether for ourselves or from the perspective of others, the deepest content of all needs is that we need to feel important, valued and valuable. If a person wants to feel and be considered important and valuable, and he wants to be admired and praised, then he wants to buy a product that can help him realize this desire. For example: an expensive watch, an expensive jewelry, or a luxury car. When you promote your products by improving the status, respect and reputation of others, you can touch this deep human need. This often leads to customers' desire to buy.

(5) Power, influence and popularity

People are eager to gain power and influence, and are willing to buy products or services that can meet this demand. When your product or service can make a person more influential and popular, it will trigger his desire to buy.

(6) Leading the trend

Another deepest need and desire of people is to make others feel that they can keep up with the times. We want to be considered popular and fashionable, and we want to be leaders and trendsetters in our units and social groups.

Many people buy your products or services just because they have just entered the market. They want to be one step ahead of others and be the first person to buy and own them. When distinguishing customers, these people are called? Early adopters? They account for 5% of the buyers-10%. They buy products or services, not for anything else, but to use new products and show their uniqueness.

If you say to an interested target customer? You will be the first person in your industry to own this product? , or? You will be the first person in your neighborhood to own this product? You will immediately arouse the desire of these early recipients to buy.

(7) Personal development

In the 20th century, people are eager for more knowledge and skills. People want to feel superior, learn new technology and master the work skillfully; They want to move forward faster; They want to stand out and surpass their competitors. This is true in enterprises and in other aspects of life.

Many products cater to people's desire for self-understanding and self-realization. Because self-expression and the need to realize personal ideals are essential things. People want to feel that they are achieving everything they are capable of achieving. When you sell your products or services, describe them as helping people achieve a higher level of personal success and self-realization, and you will stimulate their desire to buy again.

(8) Self-transformation

Perhaps the most abstract demand and the most willing to spend money is the desire for self-transformation. If a target customer thinks that your product or service will make him reach a new height in life or work and make him a different person in some way, there is absolutely no upper limit to the money he is willing to pay. Sometimes, people are willing to spend a lot of money on plastic surgery to change their appearance, or go to hot springs for a holiday, where they can lose weight or strengthen their physique. Self-remoulding is completely an emotion. It is a universal desire to be better than before, and it is also a powerful driving force for buying behavior. Whenever you can bring some permanent changes to consumers' lives or work with your products or services, you can usually achieve sales.

Further reading

Understand the unconscious psychological activities of customers through sales psychology's knowledge.

Brief introduction of sales psychology tools

Thought is like a person's soul. Everyone will gather their thoughts together in thinking and further interact with people's behavior. In other words, thought is the forerunner of action. Through sales psychology's knowledge, salespeople can understand customers' unconscious psychological activities.

Tool application guide

Sales psychology * * * knowledge refers to the systematic summary of thinking clusters about specific problems, products and services shared by many consumers and enterprises. Therefore, we should study the essence of thought deeply. What is thought? For us, thought is as important as life. We can approximately replace it with terms such as ideas and concepts, but it is difficult for us to describe it with a more precise definition.

If salespeople want to use and influence customers' ideas and behaviors, they must find out what the ideas are. Many salespeople claim that they can judge consumers' thoughts by observing their behaviors. In fact, these salespeople are judging customers' behavior with their own inner thoughts. This practice is sometimes effective, but it is usually ineffective. The salesman's idea has been proved to be an unreliable substitute for the customer's idea, and the price strategy implemented on the basis of this substitute will lead to a huge loss of profits. The practice of salespeople replacing consumers' ideas with their own ideas will make the main marketing decisions biased.

About consumers' thoughts and behaviors? What is this? What about the back? Why? Understanding is the key to help salespeople make correct decisions. Only by taking the relationship between consumers' specific thoughts and behaviors as the blueprint can salespeople formulate correct marketing strategies. If salespeople can't do more in-depth research on sales psychology, it is difficult to predict consumers' reaction to marketing decisions.

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