There are many techniques you can use to help you make a sale. But if you want to be a successful agent, knowing some things about human psychology will be a great way to increase your sales and even connect with people. Deciding to buy something is, in large part, psychological so if you know how to appeal to the psychological nature of someone, you have a better chance of making that sale. Here are three ways you can try to make that happen.
People Justify a Decision to Purchase Something with Facts - If you have ever gone to the car lot and fallen in love with an expensive ports car, you know what it' like to have an emotional connection with an expensive item. But emotions aren't enough to justify making a large purchase like that. That's why you immediately start reading the facts posted on the car's window - the gas mileage, how it retains its resale value, the low maintenance costs, etc. If you can justify the purchase based on the facts, you are more likely to buy the item you want. The same is true with insurance. If you can present the facts to a potential client in such a way that it shows how your product will benefit them, making the sale will come much easier and even more often. People are Basically Self-Centered - This isn't to say that people are selfish all the time, but being self-centered is very common. As a result, when you are in the process of selling your insurance products and services, it is important to put an emphasis on how they will benefit personally from the purchase. If you're selling life insurance, the buyer will have no direct benefit but you can emphasize the peace of mind they will feel by knowing their family is protected if something ever happens to them. Other insurance products - medical insurance, long-term care insurance and others - are more readily identifiable as having a personal benefit so those are often easier for making a sale. People are Typically Suspicious - With all of the scams and other ways to get ripped off, people are more protective of their money than ever. That's why this may be the most difficult psychological obstacle to overcome. But it's not impossible. The most important thing to remember is to back up all of your claims with as much evidence as possible. Customer testimonials is one way to do this, but showing survey results, scientific data and any other convincing evidence you can find will help you show your customers that you and your products are genuine to alleviate some of their worries.Being an accomplished sales agent requires knowing some information about the human psyche and how people make their decisions. These three insights into the psychology of the thinking processes when making an important purchasing decision will help turn those potential customers into actual clients.
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