Sales is all about the art of persuasion.
Benjamin Franklin once said “If you are going to persuade, appeal to interest.” Which is exactly what you will need to do to become good at persuasion and therefore, closing sales.
The author of the book Riveted, Jim Davies is well aware of this common principle, and gives six solid tips inside for understanding the interests of the human brain. If you’re into sales and know this, you will certainly have an advantage over the rest.
1.) We are interested in stories about other humans
Info tells, stories sell. If you can tell great stories that capture people’s attention, well, that’s not all you may be capturing that day…
2.) We pay close attention to things that we hope or fear are true
Accidents, houses burning down, terrorist attacks, etc. Think about the last time your attention caught one of these and became riveted.
3.) We delight in finding patterns
We like being able to identify things that we easily recognize, and like to receive confirmations that “we are right about something we believe in.”
4.) We are attracted to incongruity, apparent contraindications, novelty and puzzles
We like some things that can challenge us, learn grow, etc.
5.) The nature of our bodies – that of our eyes and other sense organs – affects what kinds of things we are drawn to
You may not know it, but something on a biological level may be what makes you attracted to that certain type of person, color, etc.
6.) We have certain psychological traits – many of which have evolved – that make us like and dislike, believe and disbelieve, and so on
We have engrained beliefs about certain things, which can affect whether or not we like things, dislike them, or even believe them to be true or not.
Learning to incorporate these characteristics of the human brain into your sales skills can be just the thing you need to excel; without having to use gimmicks or tricks, but just good ole’ fashioned human psychology.