Inside sales is the art of closing deals at your desk. With the evolving technology and features, that offer most efficient protocols for inside sales, one thing that still stays basic to any kind of sales is convincing the customer. Understand that every buyer that you convince has a thought process and the key to hack that is, understanding the psychology behind it. So, science helps you close more deals and faster by understanding how to drive you customer towards the desired closure.
Here are 8 psychological ways to aid your client to lean more towards your product during an inside sales call/pitch:
Theory of reciprocity:
Theory of reciprocity states that, you always get what you give. This is not philosophy but a psychological trick. Every time someone does something for us, our brain inclines towards them. This is why free-trials work. When customer knows about ‘free-trial’ offer and tries them, their brain feels like they need to take the deal as a favor. This might seem very illogical but it always works. Statistics show that people who take the free trial are more likely to do take the deal. So, focus on free trials during your inside sales call.
Make them ‘miss’:
It is the tendency of human brain to focus on what we are not getting than what we get. To use this for your inside sales pitch; make them focus on what they are missing without your product. The feeling of not having/doing something persuades the buyer to buy.
People tend to get confused and lost when you offer them too many things. It is because their brain tends to analyze everything. If you have too many features or variants to offer, sort them into categories. Also, you can understand their needs and give them few choices that suit their need so that they have lesser analysis to make. Trust me, this works.
Play your competitors card too:
Often when you make a pitch, you tell them how your product is better in a lot of ways. One of the best ways is to target the things your immediate competitors lack. Think about it. They will go back and compare your product to your competitor’s anyways. So, if you have already told them what they don’t offer, that will always stay in their mind while taking the decision. This helps them incline towards you.
Help them get over the action paralysis:
Most of the times, after the inside sales team makes a pitch, they do follow ups to wagon the client towards the closing but, offering them to return, and giving them a definitive ‘next action’ step will reduce a lot of your effort. To put it in a simpler way, tell them ‘All you have to do is choose our free trial’ or ‘just give me a call’. Psychologically, their brain reaches out to that action when they see a follow up mail from you.
Speed always wins:
Who doesn’t love things that are fast? From cars to nail polish, every choice is about what is fast. Always use the factors that make your product look like a multi-tasker. Make them feel like your product is faster than the speed of light. If speed doesn’t apply to your product then try and focus on durability. In a survey conducted in supermarkets, people brought more products that had labels of ‘fast’, ‘quick’, ‘instant’ etc. Hence, proved.
The breakup mail:
In inside sales, with a little trick, dead calls can wake up too. When you feel your call has gone cold, send them a breakup mail. Ask them what went wrong during the process of convincing them, just to make your process better. You will be amazed that the deal can warm up from nowhere. This is because the customer usually doesn’t have a strong reason why they went cold (Mostly). So, they start giving your offering a second chance and voila! If not, a feedback is always appreciated, isn’t it?
Use these psychological tricks during a pitch, call or even when drafting the mail. You know that your product is sale-worthy and that is why you are in this business. Your customer too needs to get there. For that, these tips can help. We need to understand that however advanced the sales industry has become, at the end of the day it is the customer who needs convincing and the motive of the sales boils down to just that.