Convincing Techniques for the Buyer in the Sales Process
Ways to persuade the buyer to sell: Reverse Psychology is a Functional Method. Never Speak Your Opinion Openly. Use Implications. Emphasize that material will always be secondary.
If you've watched the movie Inception starring Leonardo Dicaprio, you might think how difficult it is to put any idea in someone's mind. However, you are wrong. This is actually something oddly easy, even quite difficult to avoid. In our article, we will talk about some methods that can be useful in this sense.
Wouldn't you like to easily convince your customers and get the things you want like butter?
Well, what would it be like to plant new ideas in your buyer's mind during the sales process?
If you are wondering about the answer, you are in the right place.
Only some of the methods we will mention have proven their legitimacy. For this reason, our article was written both to enable the buyer to identify the tactics in question and to prevent them from being used for selfish or hate-laden purposes, or worse, at the expense of goodwill, and to teach salespeople to use these methods of persuasion for positive reasons. So we firmly believe it will be an equally beneficial post for both buyers and business sellers. Because, as business owners or fresh entrepreneurs, you must find appropriate and legitimate ways to convince people to do what you want in ways that are far from the dark side of manipulation.
So how can you be more persuasive and get everything you want effortlessly?
1- Reverse Psychology is a Functional Method.
Recently, reverse psychology practices have become an enormous cliché. I think this culminated in 1995 with the release of the movie Jumanji. (The film tells the story of children being trapped inside a game called Jumanji. If you have watched or remembered this movie, you know what I'm talking about.) The problem is that most people misjudge reverse psychology. For example, you might say, "I don't care if you want to risk your life by jumping off the plane" to convince someone not to parachute. However, this is not a reverse psychology but a passive-aggressive attitude.
If you are going to take advantage of logical inaccuracies that will work in your favor to persuade others. You have to do this job skillfully. Let's say you want your roommate to do the dishes, because it's his turn to wash. You would usually take the following approach:
“Hey, is it possible for you to wash the dishes? It's your turn."
Suppose your roommate is lazy and that nice approach won't get the job done. What will you do in this situation?
How about something like that?
“Hey, I don't want to wash the dishes anymore and I'll buy disposable items. Is this ok for you too? I can buy a few extra pieces for you too, if you are willing to pay me some money.
What such an attitude provides is to highlight this unpleasant alternative to not washing the dishes without making any accusations. Your roommate has been left alone to consider the alternative in question, rather than being the target of any crime. This is the only way reverse psychology can be effective.
2- Never Speak Your Opinion Openly - Use Implications.
It can be quite difficult to get someone to do something you know they wouldn't want to do, so you have to convince them that the idea in question is entirely theirs. This is an instruction that salespeople must follow frequently, especially. However, although it is easy to say, it is quite difficult to realize. Putting any idea in the minds of others is just like solving a mystery. You need to offer the other person a set of tips that will help you achieve what you want with caution but with the same precision. The key is to be patient, because if you are too quick to show the "clues", you will have made your intention public. When you move slowly and surely, the idea will come into being in the person's mind spontaneously.
Let's say you are trying to persuade a friend to eat healthier foods. This is a great goal, but your enemy is just as strong: Your friend is addicted to fast food and needs to knock down an entire chickenburger menu with a bucket of potatoes at least once a day. Without explicitly revealing your concerns, you tell him to eat healthier, and you get two reactions: Either he thinks it's a good idea, but then doesn't do anything to break this habit, or he tells you to stop being told about it. To understand what he is doing to him, he needs a moment of enlightenment, which you, as his friend, can only do without directly communicating your request to him, that is, only by making small hints about the subject.
To do this, you have to behave intelligently and skillfully, otherwise everything will be revealed. For example, you cannot say to the other person, "You know, I read today that fast food kills about 10 million children every year", because this is an absurd approach and you cannot hide the obvious motivation behind the scenes with such a discourse.
If your goal is a chicken burger, what should you do and make sure that the chicken burger does not look attractive to this person. For example, you can joke about your risk of getting bird flu when you sneeze. When ordering at a restaurant you go to, you can tell your friend about your decision to order something other than chicken verbally and read about the conditions under which chicken is processed by most restaurants. If you've done enough of these - of course, taking enough breaks so as not to look awkward - you can start to become a little more aggressive and stop going places with your friend if they're going to buy chicken. Or you can take proactive steps to improve your own health and tell your friend what you are doing and how good it is for you. If your friend still hasn't decided to reconsider his attitude towards eating chicken after a few weeks, you can talk about it openly. However, in this case, you should be open to a possible discussion.
3- Emphasize that material will always be secondary.
Avoiding overestimating the importance of something - what should avoid exaggerating for a sales scenario, refers to the income you will get from a potential sale - is one of the easiest and most effective ways to get into someone's mind. This is a variant of reverse psychology but at a less aggressive level.
Let's say you're trying to sell an external drive to someone. There is a possibility that your customer can buy a 250GB, 500GB or 1TB drive, but you want to sell the largest size external drive because they are much more expensive and the sale means a lot more money for you. Your buyer comes to your business with the idea of spending as little money as possible. Even if you do not want to spend much money, if you direct them to more expensive and larger capacity models, you will not be able to go a long way in terms of sales. To do this, instead of focusing on materiality, you have to fulfill the buyer's request: that is to find the cheap option. Here is a sample dialogue:
Buyer: Can you give me information about this 250 GB external disk? I want to be sure that this product will work for me.
You: What kind of computer do you have and for what purpose do you want to use our product?
Buyer: I have a 2-year old laptop with Windows operating system and I will use the product to store my photos. I have a photo archive of about 30 GB in size.
You: 250GB is more than enough to store your photos, so as long as you don't have more files on your external drive you might want to store, it will meet your needs.
This last sentence raises suspicion in the buyer. If you want to make sure you have enough storage space in the future, you might say you should choose a larger model. However, it may mean that you push these conditions too much. You must imply to your buyer that you understand what is best for him, that is, you show your sincerity.
Let's end our article by reminding that putting every idea in people's minds will not always produce good results. Remember, rather than trying to use this information against others, it would be much more accurate to use this information to determine in which cases it is applied to you personally.