How the sales manipulate us?
Yes, sales reps can manipulate human emotions to get their job done, i.e., they can massively influence the buying decision of a potential customer. Sales psychology is a commonly used tactic to close the sales cycle.
Here's how sales executives use these selling tactics unapologetically.
We tend to justify each purchase we make, and sales reps help us with that
Suppose you have come across an iPhone 14 commercial, and you feel the urge to buy it. You can't go and buy it to justify your strong liking. So, now you need reasons to explain why you want it. Next, you visit the store, and the sales executive sees your desperation and eagerness to buy it. They further fan your urge by telling you about its attractive features and advanced specifications, ultimately leading you to make the purchase (that you didn't necessarily need to make) happily.
We all are emotional buyers
Sometimes, while making a purchase, our logical reasoning doesn't necessarily work. We might be governed by emotions, strong liking, or just impulses. Hence, sales reps attractively present the benefits so that we fall into the trap willingly. Sales reps take advantage of the emotional hot button to convert a lead into a potential buyer.
Sales executives utilize behavioral psychology
The ecosystem we thrive in impacts our behavior. Sometimes sales representatives reap the benefits of these environmental aspects to drive sales. For instance, they provide examples of other prospects and how they have benefitted from the purchase. So, they club sales psychology with a proper approach to offer consumers a satisfying purchasing experience.
A happy demeanor
More often than not, you will see a sales executive smiling at you. Do you know why? Their positive vibes make a potential client like whatever they are selling. It is a human tendency to get drawn toward positivity. When the salesperson walks at you with a smile, you will feel more at ease to ask questions and know more about a specific product or service. This is how the salesperson understands your mood, whether you are dying to buy the product/service or not. Then they present the sales pitch accordingly to make you fall for the product or service instantly. Yes, they can quickly fathom a prospect's emotions and fulfill those.
FOMO
So, when a sales executive tells you about the limited period offers and discounts, you feel an urgent need to make the purchase and that is exactly what they want. So, when you, as a customer, feel that you need to act fast, or else you will miss out on the discounts, it becomes easier for them to convince you to make the purchase.
Salespeople resort to reciprocity as a psychological sales tactic
The concept is simple: suppose you are at a fine dining restaurant sitting with your family, and the waiter at your service goes out of his way to make you feel comfortable and at home, you will definitely feel the urge to tip them generously while leaving. So, you are already relating to this, aren't you? You have been there, and you know what it feels like. You willingly and happily tip them along with a lovely review. The catch is that they bewitch you with their behavior, so much so that you become happily obligated to pay them back for their kindness and hospitality.
