Sales Secret Mind Control Technique....
Truly professional psychology How to operate Seven psychological techniques that sales people use I opened the door, but last but not least I will not go back until I buy goods I'm an open salesman. ... I tried summarizing psychological techniques that people who are in sales positions would mostly use, although not going up. If you know, you might be able to enjoy a little thrill of seeing each other's complexion, how to find a good drop.
1. Law of return ability
Actions and reactions are also effective for human mind. It is people's feeling that I want to return if I receive my . From this, it seems that techniques came casually, and induced to buy goods. When a religious organization gathers donations, they are going to offer flower roses to the passersby. Then, the opponent who presented the rose flower receives it. So when asking for donation quickly, most people donate. Psychology that feels uncomfortable as it leaves the actions of "acts like" I will reward you favorably for favor "," I will always return it "," If you come over there like me ... ".
To do something for people can be expected to increase the probability of closing to close in sales. The side who wants to manipulate the opponent can say that some concessions and approvals can be withdrawn considerably certainly once the benefit is given once the other party thinks.
2. Foot-in-the-door (multilevel requirement method)
"I'm in time!" "Oh well, just a story (Zukkotsu)" "Please give me a pair of feet!" "Because I will not let you lose absolutely ..." It is a painting-looking alley. However, not a physical psychological approach. Most people will lend to friends if they ask me to lend us 100 yen. And then, afterwards, most people will lend themselves, if you ask "Next let me lend you 500 yen." Foot in the door is a technique that first receives a small request and receives a great reward (for its original purpose). In Japan as well as the gradual request method. According to the American psychologist Stimpson's experiments, to the female college student of the subject, "Please answer 10 questions on environmental problems" to those who answered and asked a simple question "Please cooperate in environmental purification Would you like me to plant seedlings in places that are a few miles away from the university? "About 80% of people approved me as I asked. There seems to be almost 0 students listening to your request if you do not do a questionnaire. This effect in only one step. I am excited to be applied to private life.
3. Door in the face (concessional request method)
Asking me to give you 10,000 yen of pocket money first, if you can not refuse, then 1000 yen may be good so .... feeling After doing a large request on purpose and making a small request (original request) after refusing the opponent, it seems that this is a "concession" to the opponent. Then, the psychology that "if the other party made a concession, we must also make a concession" works, and as a result it accepts a small request. This method is often used in diplomatic negotiations. This is the way the United States made routine measures in the former economic talks. First of all, I stick a ridiculous request. When the other party declines, I will lower the request. It is the aim of the United States to demand descending. Meriken diplomacy was based on this psychology.
4. Low Ball Technique
For example, a contract of a certain communication equipment manufacturer. It says "There is a high cash back!" And after the contract, "A skillful technique (possibly) like" Please apply for cash back one year later, I will not do it unless I apply. " Not only business but also written letters written in plain or so, so be careful of tasty stories. After explaining only the merit of the product to the opponent who is considering buying a certain item and deciding the intention to purchase, he said, "In fact, in order to take advantage of this merit, I have to buy a paid accessory Explain it as It is a bit scrupulous way of throwing out favorable conditions after throwing firstly the easy-to-understand low ball (easier to take because it is a low ball), after obtaining consent after considering it as a favorable condition. At one point, this is the low price strategy of hamburgers that McDonald 's had taken. The customer who came to the shop by the cheapness of the hamburgers eventually bought a side menu such as a drink of cola, potato fly. Thanks to that, the unit price of McDonald 's customers did not decrease significantly.
5. Rapport talk
A linguist named Deborah Tanen says that there are two types of human stories: report talk and rapport talk. Telling the objective knowledge is report talk, Raport talk is making abstract stories such as feelings and senses. Since salespeople inevitably tend to be biased toward report talks, he said that he is interwoven moderately with rapport talks to increase prospects with prospective customers. Laport · talk is an emotional content, talk telling her subjectivity and feelings, deepening connection with the other party and building relationships. (LaPort is the same as Rapol in French, harmonious or trusting relationship, a state with a bridge in mind.) By understanding the other party, you gain strong trust. Also you can understand the other party, so you can go ahead and meet your cravings. In doing so, I spoil a lot from toe to top of my head. Basically, humans are easy to feel confidence in the partner who felt "same as" with themselves, it is difficult for partners who felt "different". On the contrary, it is what we call raport technique to raise trust by consciously letting others feel "same".
Pretty famous psychological technique. It is a thing that makes use of the mysterious heart of a human being who feels good when imitating his actions. Because it makes me feel uncomfortable if I imitate blatant blatantly, it seems that a businessman often targets the moving side or adjusts it by placing some space. An experiment conducted by Tanya Chartland of New York University. In 15 minutes, I instructed one of the pair to imitate the other's posture and not instruct anything to the other. And, when examining the frequency of favor of paired person, 73% was favorable for the person who was not instructed, compared with the mirroring partner. It seems that there is a mirror neuron nerve to remember the movement and what in everything in human beings anything, because he does this because of this, he / she learns a little pleasantness (as it is on the way of research and details are unknown). Regardless of whether they are conscious or not, the acts of "imitate" or "imitate" are recognized as expressing respects and feelings of favor with respect to the partner, and a form such as a person who imitates his own work = friend or friend It will be memorized and recognized. Mirroring is also called "pacing", "tuning", etc. by matching movements and remarks with the opponent. People who resemble each other are likely to get along with each other like there is a word "kind calls a friend."
7. Simple Contact Effect
If I meet you the more I like it. Instead of using a simple psychological function of getting intimate somehow. This effect seems to work not only for direct contact between people and people but also for sales talks such as telephone, so I can not underestimate it. Careful. Repeatedly seeing and listening to the same thing makes the impression better, such as having favor with it and increasing the affinity. While I listen to the same music over and over, I like that music. Although it is unknown why such psychology works, as a hypothesis, once input information is processed smoothly in the brain, it is misunderstood that its smoothness is good from the quality of information there is. Although the quality (the content of the contact) is also important, increasing the quantity is also very effective in winning favor. Regardless of romance, in sales, etc., psychology such as "It is bad if you do not reward an effort" often tends to work, as information exchange also progresses while meeting many times, increasing contact frequency more and more The effect of it will increase. Simple contact effect is a psychological effect whose pleasure is increased in proportion to an increase in the number of contacts, also called "law of Ziance". It is also aimed at simple contact effects that sales people do business many times to the company, and television commercials are broadcast a number of times a day.