To put it simply, sales triggers are a set of techniques that serve to stimulate the brain to make a certain decision. For those who work in sales, being aware of these triggers and learning how to use them is essential for key moments in negotiation.
The stimuli that our brain captures are involved in a social and emotional context. It is from these that our mind makes day-to-day decisions. Therefore, knowing how to awaken them is crucial for sales.
Every day, as high as the number may seem, we make around 35,000 decisions. Most of them are made on autopilot, as our brain creates shortcuts and simple mental rules to save us time and energy.
To encourage your prospects and partners to make choices, you need to find one of these mental shortcuts to trigger quick and automatic reactions that influence the sale. That's what mental triggers are for.
What are the main mental sales triggers?
There are a number of sales triggers. Alliance Comunicação has cyprus whatsapp data listed 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 try something new that will satisfy their desires. So launch innovations whenever possible!
Urgency trigger: urgency is related to the amount of time the person has to decide to purchase. For example: “it’s now or never” or “this promotion expires in 2 days”.
Scarcity trigger: Similar to the urgency trigger, the scarcity trigger accelerates decisions with announcements like “limited registrations” or “only two shirts left in stock.”
Authority trigger: this is used to get 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: hiring a professional makeup artist to advertise a product, a doctor to promote the medicine, etc.
Trust trigger: this trigger is activated when the customer feels they can trust you through authority, value generation, social proof, among others.
Reciprocity trigger: The reciprocity trigger is activated when the company does something special for the customer. “Seven days free” or birthday coupons and overdelivery. Incentives of this type significantly boost sales.
Pain vs. pleasure trigger: to use this trigger, you need to identify what causes pain and pleasure to your consumers. From there, you first present solutions to your audience's discomforts and then present the benefits. First, focus on avoiding pain and then stimulate pleasure.