Image
April 23, 2020

3 More Sales Psychology Techniques That Your Sales Team Can Use

In a previous post, we covered three of the psychology techniques that your sales team can use.

But three only scratches the surface.

Over time, all kinds of techniques and tricks have cropped up based on this line of thinking. Let’s take a look at three more of them that have proved effective.

1.Be a ‘Driver’

In this sense, a driver is someone who has the following traits:

- Competitiveness

-Ambition

-Optimism

An Arpedio study based on 80 years of data showed that the best-performing salespeople possessed all three of these traits. The same study showed that underperformers ‘can cost over six figures annually in salary, training dollars and lost sales.’

The good news is that you can train yourself to be a driver. All it takes is some time and effort on your part.

2.Know the Right Time to Call

When do you call your leads?

People are far more likely to hear you out and make a purchase at certain hours of the day.

Research shows that 8-9am and 4-5pm are the best times for sales calls. And not just any day but Wednesday and Thursday appear to be the most fruitful. Make sure to bring your A-game during these periods.

3.Offer Multiple Options

This might be one of the best techniques you’ll ever learn. 

A study published in the Journal of Consumer Research examined this by way of DVD player sales. When presented with one option, only 10% of people bought one.

But it went up to 66% when they had one additional option!

Offering multiple options makes people feel like they’re in control. It minimises the risk from their perspective, making them far more likely to buy.

You can become a master salesperson with Frontier Performance’s help. See if you’re eligible for a free sales training session with us.