One Simple Persuasion Secret That Will Blow The Roof Off Your Sales

The next time you're shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99."

These stores are taking advantage of an incredibly effective persuasion technique called "psychological sequencing." By sequencing the order in which offers are presented, psychologists have found that marketing and salespeople can get customers to purchase more products at a faster rate.

You can use the same process to make a huge impact on your sales. This article focuses on exactly how to do it.

The Psychology of Sequencing Have you ever put your finger into freezing cold water and then put the same finger into slightly cool water? What happens? After putting your finger into the freezing cold water, it provides a "sequencing effect," and the slightly cool water actually feels warm. Your perception has changed.

You can use a similar process to make more money. Infomercials, for example, tell us, "You'd think that this wonderful product would cost $200 or $300, but we're offering it to you today for only $29.99."

Grocery stores use psychological sequencing to easily make more money. They place price tags next to food items saying, "$4.95-or $3.00 With Your Highlander Plus Card)."

Direct mail experts have learned how to maximize profits by sequencing their messages. They say, "How much would you like to donate? __ $100 __$75 __$50 __$25." Research shows that this strategy increases the amount of money people are willing to donate.

How to Use Sequencing to Blow the Roof off Your Profits There's an important lesson in all of these examples: You can dramatically increase you sales once you get good at applying the principle of psychological sequencing.

If you want to immediately begin profiting from the power of psychological sequencing, start with the following three steps:

1. Start high and work your way down. If you sell televisions, for example, start your presentation by encouraging customers to look at your more expensive TVs first. Say to them, "Let's start by looking at some of the more high-end TVs so you can get a feel for all of the features offered." Why should you start with the expensive items? After looking at the $1,500 TVs, the $800 TVs seem more affordable. As a result, the customer is more likely to buy, and he is also more likely to buy a more expensive TV.

2. Be creative with the way that you sequence. I have an auto mechanic who makes me feel good about giving him money. If he has to call and tell me that I need costly new rear brakes, he jokingly says, "Scott, you need a new engine and transmission." After taking my breath away, he says, "I'm just kidding, Scott, you really only need rear brakes." I think, "Wow, what a relief, I just need the brakes."

3. Make psychological sequencing permanent. Do you want to consistently make more money? Find a way to make psychological sequencing a permanent part of your presentations. Each offer should provide your customers with a comparison to another price or product that makes your offer look like the best deal.

Scott Moldenhauer is considered an expert on consumer behavior and persuasion. In addition to his speaking and consulting engagements, he has taught persuasion at the University of Arizona and the University of Phoenix. For more free information on the psychology of persuasion, visit http://www.persuasionconsultants.com.

---

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

The 6 Secrets To Sales Success

There is no magic pill, trick, teqnique, system or secret... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

7 Ways to Cut Loose from Old Sales Thinking

Sooner or later, we all backslide into old ways of... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

Knowledge is Power in Auto Detailing Sales

The most important thing for an auto detailer to do... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Win More Sales With a 5-Step Sales Process

Facilitating the buying process can be very straightforward and fairly... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

Visual Science of Selling

Statistics state that 55% of people judgments are made based... Read More