Reduce Your Options To Sell More, Behavior Expert, Evelyn Gosnell

Behavior Sales Tips you’ll learn in this episode of The Sales Podcast…

• How and why to “get into people’s heads”

• The science of decision-making and how to leverage it to make sales faster

• How and when to use facts and science to save time in the sales process

• How punch cards/loyalty cards can help you sell faster

• When to use round numbers like “$100” and when to use specific numbers like “$98.86”

• How to leverage the irrational nature of consumers to make more sales while raising your prices

• How to use tactics such as Decoy pricing, Anchoring, and the Red Herring to grow your sales

• The difference between transactional and relational selling

• How to add emotion to your sales process

• How and when to use “loss aversion” and when not to use it

• Why you are killing your sales by increasing the options you provide customers

Links Mentioned

• Follow Evelyn Gosnell on Twitter

• Book Mentioned

  • Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions

  • The Honest Truth About Dishonesty: How We Lie to Everyone–Especially Ourselves

  • Freakonomics: A Rogue Economist Explores the Hidden Side of Everything

  • Uri Gneezy – The Why Axis: Hidden Motives and the Undiscovered Economics of Everyday Life

Market like you mean it. Now go sell something.