There are two sides to the human brain: left and right. People often describe themselves as being either left-brained or right-brained. People on the left tend to be more analytical when evaluating a purchase. On the right, people tend to be more intuitive.
By focusing on these steps, you can work on closing more deals.
Messages can be easily distorted. You can say something very clearly, but have a prospect remember it in a very different way. Repeat your message and use humor, surprise, or shock to make it stick.
Negative experiences create avoidance. Brands can re-establish relationships by changing the message the consumer receives. New content can remove older conditioning, even when it is negative.
Belief systems make up the core of every purchasing decision. A belief system may seem illogical (i.e. the world is flat), but it still affects the purchasing decisions of that individual. Recognize these systems and create messages that are associated with positive aspects of that system.
4) Value and Ego
People think about themselves when making a purchase. Cater to the ego and brands can create more comfort to close a deal. People also want the best quality for the best price. Value isn’t fixed, so one must find what a person is willing to pay to achieve a specific gain.
5) Group Factor
People are swayed by how others think and feel. Mob thinking means that showing how others have benefited from a product or service can create an easy sale. Encouraging online positive reviews can do the same thing.
The influencers for purchasing decisions have changed over the last generation. 4 out 5 non-executives have influence on a purchasing decision. Although more than 60% of executives maintain a final sign-off, they aren’t always the information gatherers. Target the correct influencers for the best results.
7) Go Digital
More than half of people with purchasing power believe that digital channels are the most important tool to use when searching for new services or products. If you don’t have a digital presence, then it may be time to transform your brand.
To close a deal, the buyer must be comfortable and confident. If there is any doubt, then there is a barrier that could stop a deal from happening, so remove that doubt before it can form.