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Steve MegsonExpert in the Psychology of Sales and Marketing Managing Director of Quiet Storm Founder of Love Business |
7 Psychological Master Keys That Open The Doors to More Sales
How great would it feel if you could make a few simple tweaks to how you sell, and saw an immediate sales increase? Theses 7 simple tweaks have closed a £50million contract with Aston Martin, achieved an increase of 433% more leads than targeted for the pioneering Harley Street London Fertility Centre, and typically gets a 400% increase in sales in any small to medium based business when applied systematically. What’s more, these techniques are so simple, each can be explained in less than 7 minutes Each master key is based on proven psychological principles that have been in existence for over 100 years and will likely remain true for the foreseeable future. Psychological Sales Master Key 1 9.38am – 9.45amHow to make what you sell more relevant
You sell to people and people think in terms of people. The human brain is not a computer, calculator, or information processor. Scientists have shown that its primary function is to deal with social interactions. Remember how some mathematical questions in high school were stated as real-life situations? They were always easier to understand and solve than abstract problems.
Steve explains in quick practical terms how to apply ‘jaw dropping’ relevance to your proposition to close more sales Psychological Sales Master Key 2 10.15am – 10.22amHow to sell the sizzle and add ££’s to your bottom line!
If you’ve ever lost a sale to an inferior competitor or product read on... Face it, people don’t care how long you have struggled, how much money you have invested or how many years of your life it took to bring your service or product to fruition. Don’t waste valuable attention time by trying to sell someone on these things. Ask yourself one thing and one thing only. From the customer’s point of view – “What is in it for ME?“.
Steve explains in quick practical terms how to ‘sell the sizzle’ and close more sales at higher margins Psychological Sales Master Key 3 10.32am – 10.39amHow to make your prospects brain light up
You only have two seconds to capture the prospect’s attention If they already have a need for your product, then their mind is already on autopilot looking for a solution. When someone yells out “I can fix your problem” you already have a captured audience. And get this, most people who are going to buy your product or service are already sold form this point – the danger is you don’t have the tools to close the sale.
Steve explains in quick practical terms how to ‘stop people in their tracks’ and so you can close more sales at higher margins Psychological Sales Master Key 4 11.27am – 11.34amHow to make the first sale an easy one
If your ultimate closing conversation is riddled with anxiety, read on… The prospect understands the product’s pros and cons. They have a problem, and they know the product could solve it for them. The budget is good to go and the time is right. Now all that’s left to do is close the deal. While a “yes” or “no” hinges on far more than just the specific closing sentence or question, how do you prevent the process stalling?
Steve explains in quick practical terms how to ‘over the hump in the road’ and so you can close more sales at higher margins Psychological Sales Master Key 5 12.09pm – 12.16pmHow to stop your personality preventing sales
If sales professionals could stop doing ONE THING this would be it! The first thing people buy into BEFORE they purchase products or services is the salesperson. When I’ve interviewed customers and asked why they gave a salesperson their first chance at doing business together the responses are typically not about a company or what they purchased, rather they are about the person. So if this is true, the greatest thing preventing sales is also the sales person.
Steve explains in quick practical terms how to ‘identify your prospects personality’ and adapt your style to close more sales at higher margins Psychological Sales Master Key 6 1.25pm – 1.32pmHow to laser beam in on your most profitable customers
Do you really know who your most profitable customers are? The area of convergence between the critical few things that your profitable customers value most and those things you do best is your sweet spot. By selling the most profitable products to the most profitable customers you can uncover hidden profit and cash flow in your business. It sounds so simple, yet even though companies have access to more consumer data than ever before, many aren’t able to connect the pathways to tie the behaviour to profitability measurements.
Steve explains entirely new insights about the types of interactions customers want to have, and the economic impact on not meeting their needs. Psychological Sales Master Key 7 1.52pm – 1.59pmHow to spot your prospects ‘hot buttons’ to close more sales
The conclusion of every sales presentation should have achieved 1 of 3 results: A sale is made, a sale is lost or valuable information is gleaned that can result in building a relationship. The third result can be called identifying the “hot button”. Obviously, the purpose of every sales presentation is to close the sale, and this is the only acceptable outcome any good salesman expects. However, identifying the hot button that will motivate a prospect to purchase can lead to a successful closing in a subsequent meeting.
Steve explains how the ability to close sales is equivalent to the performance of a MRI for your business. Selling is job number one. Answering objections and differentiating between real and false objections is crucial to sales success. The hot button issue is the key to concluding a successful sales presentation. Find the real hot button, answer it directly and watch your business expand exponentially as selling becomes easier and even fun.
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