How to Increase Your Sales with Dynamic Psychology
edited: Tuesday, January 01, 2002
By Brian Li
Posted: Tuesday, January 01, 2002
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If you want a truly successful business, you need to
take a close look at how Psychology can set you
apart from the rest of your competition.
Dynamic Psychology can be applied to all aspects
of your marketing efforts and will give you that
vital edge over your competitors.
All-time secrets of negotiating
Remember this: no matter how great your product or service,
unless you can negotiate innovatively you'll never achieve the
success that can rightly be yours.
When you approach prospects, ask them if you can explore
how your mutual expertise can benefit both sides.
This is very powerful from a psychological point of view
because you are telling prospects you want to understand
Remember Stephen Covey's advice from his groundbreaking
book: "The 7 Habits of Highly Successful People" - Seek first
to understand, then to be understood.
How to make people respond more quickly
Philippa Davies, psychologist and expert in communication
skills to heads of state and business leaders, says:
"People respond more to what they are going to lose than to
what they are going to gain."
She adds: "It's very powerful when you explain to prospects
they will probably lose market share to their main
competitors if they don't adopt your ideas." Ask yourself:
What will my customers stand to lose if they do not buy
my service or product?
Psychology can also play a powerful part in overcoming
objections to requests for a sales meeting. There are two
strategies that will result in incredible opportunities coming
your way. Try them today.
Tell your prospects you really want to understand their needs
precisely and you feel you can't achieve this unless you
talk to them in person. People want to feel understood
more than anything else and the businesses who understand
this take all.
You can also add that it will only take, say, 12 minutes,
(let them time you!) to show them how they can benefit from
what you're offering. You can also offer to give them a free gift
(low cost with a perceived high value eg reports,
gift certificates etc) if they think you've wasted their time.
The greatest packaging secret revealed
Did you know you'll increase your sales by using appealing
photographs of typical users on your packaging?
Why is this? Well, it humanizes your product or service
and prospects perceive you to be more professional
You can also take advantage of this powerful tip for your
promotional brochures and website. For one-person
home-based businesses, always include your photo
on your letterhead and other sales literature.
How to avoid the biggest mistake of all
No matter what type of business you run, you must sell
benefits, not features. If you sell your product or service
using features, you must stop this mistake immediately.
Suppose you sell accommodation, you can sell its features:
"Large rooms overlooking the sea with private facilities". How
many advertisements do you see like this?
If you sell benefits, you sell customers a lifestyle and that's
For example, you can productise by offering "Romantic
vacations" (your product) with a special offer of 5 nights for
the price of 4 (innovative pricing to encourage a larger sale).
You can then detail why they are romantic, for example, free
champagne on arrival, and rooms with four-poster beds and
The possibilities are endless no matter what type of
business you run. The secret is to turn your service or product
into a package and combine it with innovative pricing.
How to price for profit
Let's take a closer look at pricing for success. Psychologists
tell us that prices ending in "7" sell more than prices ending
in "9", for example, $1.97 will probably be more powerful
than $1.99. Do you use this technique? Test it and see.
Do be aware that if you sell a prestigious product or service,
this will "cheapen" its image, so avoid this strategy for
You can also lower your price if customers buy larger
quantities. For instance, $40 for one or $97 for 3.
Yet another powerful psychological pricing strategy
is using a technique that appears to lower the value
of your product.
For example, if you charge $500 per year for your service,
you can offer this for "less than $10 per week". It's the same
price eventually; however, can you see why this is more
appealing? $10 will attract more immediate attention than a
A rosy future
When you can utilise the immense power of psychology in
all your marketing efforts, you'll reap the rewards quickly.
Build your business on firm foundations and enjoy the fruits
of your new-found success.
About the Author
© Brian Li is head of the UK's Business Growth Centre who
guarantee to increase your sales or you owe nothing.
You can also download their unique and profit-free
Business Success Course from their website