The Psychology of Sales: 4 Strategies to Increase Your Conversions

If you want to increase your sales, it helps to have an understanding of psychology. People make purchases for complex, often emotional reasons. That’s why a good sales person is also an amateur psychologist. Here are four strategies to help you make the most of psychological principles to get more sales.

Understand That People are Self-Centered

One of the most basic principles of psychology is that people are generally ego-centric. Sales people, even professional copywriters, too often forget this. They focus too much on themselves, their business and their product. Customers are mainly interested in what you can do for them. If you want more sales, remember to keep your customer in the limelight.

Appeal to Emotions as Well as Logic

When you’re selling something, it’s important to convey the essential facts. This includes the primary features and benefits of your product or service. However, don’t forget that buying decisions often hinge on emotions. People don’t only want practical benefits, they want to feel a certain way. That’s why so many leading brands show people having a great time rather than listing product features.

Remember That People Tend to Follow the Crowd

Human civilization has drastically changed over the centuries, but people are still tribal creatures at heart. They want to feel secure in the knowledge that they’re part of a group. That’s why social proof is so important in selling. Marketers can take advantage of this instinct by including testimonials and reviews. Influencer marketing can be even more powerful, as this involves the endorsement of high-status people. However you do it, make sure you provide social proof so that your customers know that they’re part of a group when they buy from you.

Become an Expert in Psychology

While it’s helpful to have a basic understanding of psychology, it’s even better to make yourself an expert. You can read books and articles, but getting a degree will give you an even deeper understanding of the subject. If you have a bachelor’s degree in any topic, why not consider something like a Master of Science in Applied Psychology? This type of degree, in addition to its usefulness to entrepreneurs, helps you qualify for jobs in organizational and corporate psychology.

These are some of the strategies to keep in mind if you want to benefit from the knowledge of psychology. Humans are not entirely rational creatures. They are motivated by a complex number of motives. The better you understand these motives, the more effective you’ll be at marketing.

Author: Anica Oaks is a professional content and copywriter from San Francisco, California. She loves dogs, the ocean, and anything outdoor-related. She was raised in a big family, so she’s used to putting things to a vote. Also, cartwheels are her specialty. Anica writes for USC, which offers an online Master of Science in Applied Psychology, along with a number of other programs related to business.