Psychology of selling
The principle of reciprocity in sales psychology means that when someone gives us something, we feel compelled to give something back in return.
A surprise and delight approach to this tactic in the psychology of selling means that you don’t tell customers ahead of time about what they’re getting for free.
2. Commitment and consistency
As it relates to the psychology of selling, the principle of commitment and consistency says that people will go to great lengths to appear consistent in their words and actions.
With famously easy return policies that are great examples of this. There's less friction for the customer to buy because they know that if they don’t like it, they can easily return it.
The principle of liking as it pertains to the psychology of buying says we're more likely to say yes to a request if we feel a connection to the person making it.
Every element of your store (colors, fonts, photo styles, copy, etc.) contributes to your brand identity. Your goal is to create a personality that’s cohesive and that your target customer will like.
People are more likely to purchase something if it’s recommended to them by someone they know and trust.
In researching the psychology of selling, you may have heard of the famous Halo effect.
You don’t need to have an expert on staff to establish authority for your store and products. A stamp of approval from an expert in your industry could provide just the authority you need.
5. Social proof
Social proof is connected to the principle of liking. One approach to using social proof is to provide a “Best Sellers” or “Most Popular” page.
Uses influencers to establish social proof for their product. Search Instagram, and you’ll quickly see a long list of celebrities and influencers who endorse the brand.
Cialdini’s final principle is the principle of scarcity, which states that people are motivated by the thought that they might miss out.
Seasonal or limited products.
Shows a countdown for how long the product will be available at the discounted price. Product is a sample sale or being discontinued.
When you apply the unity principle, you’re identifying with groups.
Their customers have found unity with the brand thanks to their shared dislike.
Use sales psychology techniques throughout your site and watch your sales go up.