How to get people to buy your products immediately on impulse

This method works best for face-to-face personal sales and your only goal is to make the sale right now! You can adopt it in other longer sales cycle situations, but in that case you would need to take each step at a time and use this method step by step.

If you sell at carboot sales, you can encourage your customers to buy and pay, and that’s it. If you’re selling something more corporate that needs a couple of dates, you can do this at each step by selling the first date, then the second, and when you sit down with the CEO, you use it again to drive the final signing of the contract.

So what is the method? Well, I’m glad you asked! It is GIFTS.

Psychologists and scientists discovered a long time ago that we humans are motivated to buy stocks (and other stocks for that matter) for only a handful of things and these are:

Greed

Indifference

fear of loss

Voice tone

SheepFactor gold mob psychology

Hence the term GIFTS. So what does this mean? I’m glad you asked again!

Let’s go back to the car trunk sale above. You are among a few dozen other stalls and you want to sell and beat everyone else and you want that sale right now.

Your customers will be driven by greed, try offering 2 for 1 and see what happens. Everyone wants a great bargain and that is why they are here to begin with. We see this everywhere. eBay is so successful because everyone goes there looking for a bargain and let me not mention a night out. You’ve just walked into a bar and bought a pint of something wonderful and run into a long lost friend who offers you another pint. Instead of calmly saying that the first one is full, what do you do? That’s how it is! You accept and lower the first at record speeds! That’s greed, my friends, and it can help you make tons of sales.

So you’ve lured your prospect to your booth and now you want to sell your item. If you get pushy, they may quickly back off before you can say “hard sell.” But try stepping back a bit (even physically stepping back) and appear nonchalant as if you don’t need that particular sale, since you’ve already sold thousands in the last hour. Some dynamics will change here. They will think that you are selling because the product is perfect and if you have already sold so many, then there is social proof that it is a good product and that you are a good business person. They will want to buy too.

Fear of loss. Has she ever seen her favorite outfit in a window display for, say, 90% off and thought she’d buy it on payday? Well, what if two days before your payday the window had a big sign that said “hey this is the last suit in your size buy it before your love rival buys it first”? Forget how they knew it was his size or his love interests, but he’d probably do everything in his power to get it, wouldn’t he? That is called fear of loss. At the carboot sale, you may want to display only five of anything at a time and make it a limited range, even when you have thousands under the table. In fact, that’s why certain manufacturers make limited ranges of some of their products to get that stampede of people who buy right away.

T is for tone of voice. This is very interesting. I don’t mean to be sexist here, but growing up as children we would get into trouble and my mother would scream all day into deaf ears, then my father would say a word or two in a lion roar type of voice and all order would be restored. immediately! I’m sure you can relate to this one. That’s the tone of voice. It can be used to excite, influence, give subtle instructions, etc. I’m not saying yell at your prospects and roar like Simba the Lion King, but at least don’t be monotonous. Use your pitch to take your sales process in the direction you want it to go.

S if it’s for the sheep factor or to keep up with the Joneses. People don’t want to be weird. They want to be normal. By default, people will tend to do what everyone else is doing without even thinking about it. That’s the sheep factor. So when you’re selling, try to tell your prospects what everyone else is doing. If your prospect knocks over your imitation iPod at the boot sale, don’t respond with a personal attack. Instead, say something like “everyone thought the same thing at first, but the reason everyone bought is [insert main selling point here]Even before someone starts banging on your wares, your loud voice should be inviting them to your booth asking them to see why everyone else is visiting your booth and see what’s going on. Think back to a night out on a popular strip, right? how many Have you ever seen one club with queues around the block when the next one just has staff members milling around clueless?

Now, before you run out of time to try this method, you need to sell something that people want in the first place. The above just speeds up the decision process so they buy it right now instead of when everyone they know approves it for them.