selling gets a whole lot simpler when you learn how people operate in what motivates them to buy #sales #salestips

But it's true, psychology does say that. Psychology says that you can sell almost anything to anyone if you learn how people actually make their decisions. And I've made millions of dollars by the age of 25 years old in the sales industry using psychology in order to learn how people actually make a buying decision. So I'm about to give you all the secret sauce in one video. So save this and hear the seven rules that will change the way that you sell. Okay, rule number one is people think that your product is too expensive because you haven't attached it to the highest form of motivation. This is Maslow's hierarchy of needs and the amount that you charge is based on the level of need that you are speaking to. So if you are speaking to the need of safety, you're gonna be able to charge just like nothing, just like basic pricing for basic need. But if you are selling to the highest form of need, you can charge a higher price. Number two, you can get anybody to do almost anything that you want them to do by using a concept called labeling. If you tell a dog he's a good dog, he's gonna be a good dog. Okay, if you create a buyer by putting labels on them of a buyer, for example, you should tell people, hey, you seem super driven, motivated and ready to go. And what are they going to act like when you show them a price driven, motivated, ready to go with urgency? People rise the expectations of the labels that you put on them. Number three, the concept of loss of version. Pain is a better motivator than pleasure. Okay, you tell somebody, oh, you could make 10K. They might be like, okay, that sounds cool, but like I might have to think about it, right? There's not that much urgency. But if you tell someone, hey, we can get you out of $10,000 worth of debt, there's more urgency. Number four, most people think that selling is talking, but the best salespeople do barely any speak it. Instead, they ask questions to get somebody else to sell themselves. Why? Because when we know psychology, we know that a client sees every word that comes out of our mouth as a bias because we are on the frame of what a salesperson, they know that we're just trying to sell them, okay? But their words mean law. The human brain cannot contradict itself when it speaks words. So if you get your client to speak the words and why they want something, their brain will then follow through that because it doesn't want a contradict itself. This is called question-based selling. Ask questions that get people to give you the answers that you want that will make them buy. Number five, great salespeople know that we can control the answers that our clients are giving us by changing our questioning, okay? So if somebody's not opening up to you when you ask them an open-ended question, they have a little bit more sales-resistant. So I would simply change the questioning from open-ended to a bucket question. Hey, typically my clients deal with this, this or that, which one is you? That way this gives this person an illusion of control to just pick an option and then you can kind of go from there to help them open up easier. Number six, people will only buy when the risk of not making a decision feels heavier than the perceived risk of making a decision to buy and solve the issue. So the way that you do this is you need to future-paste your client in two ways. In the first way of if they buy, if they solve this problem, where will they be in six months? Okay, then you immediately future-paste them in the negative way. Hey, in those same six months, if we don't solve this issue, which nothing has been set in place yet, where would you be in those same six months? This is how true urgency is built. It's not an all-one spot left. Oh, you can have a discount. It's in comparing somebody's indecision to their decision in a future-paste six months and showing them the gap between where they would be depending on the decision that they make today. And lastly, but most important, 80% of communication is nonverbal cues. So it's not necessarily what you say, it's how you say it. When you want someone to open up, you lean in. When you want them to feel like something's casual, you lean back, lean to the side. Like whenever you pitch price, whenever you talk about price, you should be calm and relaxed. 'Cause what does that tell the client? That tells the client, "Hey, this isn't that big of an issue. "It's not that expensive." 'Cause look, I'm so relaxed over here. Then you don't wanna talk like I'm talking to you right now. You wanna talk calm, soft, and you wanna slow down. If people don't understand what you're saying, which is something that I have to work on, they won't buy because they won't understand it. People don't buy what is confusing. They buy what they understand. So make sure you are calm and you set an easy game plan with a smooth, consistent tonality.