To explain it simply, mental sales triggers are a set of techniques that serve to stimulate the brain to make a certain decision. For anyone working in sales, being aware of these triggers and learning how to use them is essential for key negotiation moments.
The stimuli that our brain captures are involved in a social and emotional context. It's from them that our mind makes everyday decisions. Therefore, knowing how to awaken them is decisive for sales.
A day, as much as the number seems too high, we make about 35 thousand decisions. Most of them are taken on autopilot, as our brain creates shortcuts and simple mental rules to save our time and energy.
To stimulate the choices of your prospects and partners, you need to find one of these mental shortcuts to trigger quick and automatic reactions, which influence you on the sale. That's what mental triggers are for.
Read too: Check out 6 promotional strategies to move your e-commerce
What are the main mental triggers dand sales?
There are a number of mental sales triggers. Alliance Comunicação listed here some of the most important ones for you to apply in your company:
novelty trigger
Novelty is a powerful mental trigger, as people are always waiting to experience something new that will satisfy their cravings. So launch innovations whenever possible!
emergency trigger
A urgência está relacionada à quantidade de tempo que a pessoa tem para decidir a compra. Por exemplo: “é agora ou nunca” ou “essa promoção expira em 2 dias”.
scarcity trigger
Similar to the urgency trigger, the scarcity trigger accelerates decisions with announcements like “limited enrollment” or “only two shirts available in stock”.
authority trigger
It is used for people to listen to what you have to say because you know what you are talking about, you have authority and the public trusts you. Examples: put a professional makeup artist to advertise a product, a doctor to make the medicine, etc.
trust trigger
This trigger is triggered when the customer feels they can trust you through authority, value generation, social proof, among others.
reciprocity trigger
O gatilho da reciprocidade é ativado quando a empresa faz algo especial para o cliente. “Sete dias grátis” ou cupons de aniversário e entregas overdelivery. Estímulos desse tipo alavancam consideravelmente as vendas.
Pain x pleasure trigger:
To use this trigger, you need to identify what causes pain and pleasure in your consumers. From this, you initially present the solutions to your audience's annoyances and, soon after, you present the benefits. First focus on running away from pain and then stimulating pleasure.
Now that you know more about mental triggers, start practicing them as marketing strategies to make your online sales take off!
Read too: How to sell via WhatsApp: check out 10 tips for your business!