Successful Sales Techniques Revealed
How to Avoid Falling for Clever Sales Techniques Used by The Pros
In order to be a savvy consumer, it is helpful to familiarize yourself with sales techniques that are used to encourage consumers to buy items that they either don’t need or don’t really even want. Some sales techniques are pretty successful and are the driving force behind our nation’s tendency to overspend. Most savvy consumers don’t overspend, and it is probably because they are not vulnerable to sales techniques.
Selling Is an Art
Salespeople utilize all sorts of sales techniques to encourage their customers to spend a lot of money. Successful selling is really based on the psychological concept of compliance. Compliance is best illustrated by an example many of us are familiar with. Think back to a time when you bought an item that you really didn’t want but purchased anyway. You probably simply went along with a request from a sales associate even though that person doesn’t have any specific authority over you.
There are a few ways that we as consumers demonstrate compliance. If you familiarize yourself with the sales techniques that rely on compliance, you will be that much more prepared the next time you head to the mall. You will guarantee yourself that you won’t fall for such sales techniques, and your shopping bags will only be filled with items you really want and need.
Sound Familiar?
A sales technique literally called the foot-in-the-door technique works like this; a salesperson makes a small request of a customer, and the customer agrees. Later, the salesperson makes a larger request, which the customer has trouble turning down because he or she already agreed to the previous request. Perhaps, you have agreed to purchase a new perfume in the twelve ounce size. Then, the sales associate might ask you if you are interested in purchasing the accompanying lotion, body wash, and powder in the same scent. Some sales techniques work better on certain customers than others, so that is why a salesperson has a variety of techniques to use.
The door-in-the-face technique works in almost the opposite way. A sales associate makes a request that is very large. The sales associate almost expects the customer to turn down the request. Then, after some time the sales associate makes a smaller request. Customers often comply with the smaller request for fear of looking unreasonable. There is just a small percentage of customers who seem immune to clever sales techniques, but they definitely represent the savvy consumers.
Up-Selling
Another common practice is to encourage “add-ons” or complementary products. This happens a lot at cosmetics counters. After a customer buys a complete package of basic makeup staples such as foundation, blush, and lipstick, the sales associate will offer additional smaller items such as under eye makeup or lip liner. Once the customer has agreed to purchase higher-priced items, the sales associate knows that the customer might very likely agree to a few smaller items. Many sales associates are perceptive and aware of human nature, and that is why they know their sales techniques work so well.