Secret Sales TechniquesBy: Steve Gillman
[Jun 13, 2007] What new sales techniques are coming out of the science of behavioral economics? Mostly better explanations and applications of old techniques. Though the science it is relatively new, many of its findings have been known intuitively by good salesmen and marketers for ages. Maybe now, however, it is time to apply this knowledge more systematically in the real world of business.
There are dozens of principles that have been identified by the scientific research. Each of them can be used to develop or refine sales techniques. Three of them are explained below.
The Science Behind The Sales Techniques
Confirmation bias is the scientific name for the tendency we have to act economically in a way that confirms our current beliefs. A great example is found in a study of Mercedes Benz buyers. When buying the same model, it was found that current owners, who presumably already believe in the value of a Mercedes, paid $7,000 more, on average, than new Mercedes customers.
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