Using reverse psychology to win in sales

education, Human Brain, Marketing, mindset, psychology, Thinking

Most customers believe that when a sales person comes / talks or meets them, they will talk superlative about their company products and services. A lot of that will be worthless and baseless.

So most customers raise their guard and are ready with all kinds of objections to counter the claims of the sales person. Its just a mindset issue.

I have mentioned many times that marketing and sales are all about applied psychology. So if we know that the customer will come up with various objections to our offer, why not give out all the things that your offer does not have – upfront. This way you will puncture all the arguments that the customer could have been trying to add up against your offer.

Obviously you need to word it in such a way , that it does not demean the solution that you have provided. You could put it as …. most of the vendors have policies that completely disregard the customer’s need for authority….we were also like that….however we have now got better sense and brought about this change so that you have the authority….

By acknowledging the challenges upfront, you disarm the buyer with whatever objections they were intending to raise against you.

In addition if you have been educating your buyers , using your marketing, then the buyer would already have been primed with the fact that you keep the customer’s interests in mind first. Which helps reduce the pressure on the sales team when they are selling.

It’s taken me many years to utilize the understanding of human psychology in improving my customer handling capabilities and I am trying to still learn everyday. You should also see how you can utilize this knowledge.

Till next time then.

Carpe Diem!!!

As an example

How experiences change our thinking

experiences, Human Brain, Thinking, travel

Most of us like the idea of going on holidays. Some of us to explore new places, some to just relax and get out of the rat race. Some go with our families, some with friends and family and some alone.

The idea for taking a holiday is to get a change from our regular setup. If I have time at my disposal I prefer to go to a new place (along with some old ones as well) with my family, so that we can get some new experiences.

Since childhood my father had made it a point to show us many places around India as well as around the world. His view was that by showing us the world it would help expand our horizons and our ability to think.

As a kid it never occurred to me that by seeing new places and meeting new people, I could actually be improving my ability to interact with people and think at a different level.

But research on the brain has shown that experiences have an ability to think, see and observe things differently. Depending on what you have experienced, especially the good experiences, you tend to observe things accordingly.

While my father was an aircraft engineer and did read quite a lot, not sure if he knew about this research on the brain. But he did have experiential data and therefore took our whole family to different destinations across the world.

I initially was following in his footsteps, but now I also have research data to prove that experiences can change our whole ability to think and work.

Till next time then….go get yourself some amazing experiences.

Carpe Diem!!!

Utilising thinking time – with structure

creativity, Flow, Focus, Habits, Human Brain, Thinking

In my posts earlier, I have shared with you some of the good tools I have found for focusing our time. I have especially liked the Dean Jackson video on Focus Finder. The methods he uses are simple yet profound. The key thing is that you have to ensure you are able to ensure you are able to pull out time for thinking activities.

Since we have so many things prompting us and drawing attention to them, getting dedicated thinking time is almost a rarity even for me. The challenge is that the brain has got so used to the idea of getting disturbed, that if you keep your phone away to concentrate on some activity, you actually feel guilty and end up seeing the phone just to ensure that you have not received an urgent call. The next off course is email. You dig into one and by the time you finish that there’s another one demanding your attention.

So inspite of so called success with some of the tools which have helped me, I have not yet been able to take maximum benefit out of the thinking process.

So I am working out to see how I can make thinking time a habit using the process suggested by B.J.Fogg in his book Tiny Habits. To make it useful I have also tried to incorporate a system of identifying the next problem to be solved in advance so that when I do get time to think, my brain is not going helper skelter, trying to figure out what needs to be done.

So yesterday when I tried solving one problem, I identified problems which are two layered below it. Meaning if don’t solve those problems, the problem I was trying to solve yesterday will not get solved. Therefore even though I did not solve the problem completely, the ideas that came to me during the thinking time, gave me some items to focus on to solve, before coming back to that problem.

Today since I did not have to think in terms of the problem to be solved, the moment I focused on the problem, my mind went into flow quickly before the door bell rang and disturbed me. But in that short time, with the problem to be solved, defined in advance, my brain was getting into action faster and came up with ideas much faster. If this can work, then I may not have the most elegant solutions immediately but would have started moving faster to solve challenges.

Please see if this works for you and let me know your views.

Till next time then.

Carpe Diem!!!

Habits and Procrastination

Energy, Flow, Habits, Human Brain, peak Performance, procrastination, Thinking

I have written earlier about the book Tiny Habits by B. J. Fogg PhD. This is one classic book and it eliminates the ideas of doing heroic things to achieve Peak Performance. I have been deeply impressed with the book and the results it has helped me get.

The logic of the book is very simple, yet profound.  Actually most profound things have simple explanations. Here the simple explanation is that if there’s something which requires a lot of ability (also known as hard work for the brain) then chances are, that if motivation is not high, then it won’t happen. So you may have the best intentions, but your brain won’t let you achieve it. This is what I was talking about yesterday .

As I mentioned in my post yesterday, the brain has only 2% of the mass of the body but consumes about 25% of the energy, so its always trying to conserve energy as per Steven Kotter in his book The Art of Impossible.

As per Steven to achieve the impossible one of the key ingredients is motivation. He also looks at the various chemicals like dopamine, oxytocin, serotonin etc., which when layered give the brain the power of feeling good and hence the motivation to perform at peak.

Where I think the intersection takes place is that if you make something into a habit, then the brain does not use so much energy and you don’t procrastinate even for tasks where the motivation is low and the amount of ability needed is high.

On the other hand when your motivation levels are high and you’re at your creative best, you can get into a “flow” state and achieve massive outcomes.

I would think you should read both the books because both can help you grow your abilities to perform at your peak.

Till next time then.

Carpe Diem!!!