Psychological Sales Tactics
Discussion
Anyone ruminate upon the ways in which companies vie to part us from our money.
Stashing the bread, milk, eggs and drinks at the far end of the supermarket, so that we're pick up a few goodies on our way over.
Making barrier queues round 3 isles of sweets, as the only means to getting to the cashiers at dvd store.
Calling the april edition of magazines May, to entice shoppers in shelling out for the latest. (And selling the June edition of a magazine in late april)
Getting people to shell out £1 to upgrade fries to potatoe wedges
I remember seeing a program which depicted the word "sex" being woven into advertising, by manipulating the scenary. Last month, I bought something from the airport (or got it on a plane?) which had wheat fields I think, and studying the wheat I saw bent strands which perfectly formed the word sex.
Stashing the bread, milk, eggs and drinks at the far end of the supermarket, so that we're pick up a few goodies on our way over.
Making barrier queues round 3 isles of sweets, as the only means to getting to the cashiers at dvd store.
Calling the april edition of magazines May, to entice shoppers in shelling out for the latest. (And selling the June edition of a magazine in late april)
Getting people to shell out £1 to upgrade fries to potatoe wedges
I remember seeing a program which depicted the word "sex" being woven into advertising, by manipulating the scenary. Last month, I bought something from the airport (or got it on a plane?) which had wheat fields I think, and studying the wheat I saw bent strands which perfectly formed the word sex.
I remember once reading about Elvis's legendary manager "Colonel" Tom Parker......
Long before he met Elvis he was a hustler on the fairground, and ran a freak show booth, where a dollar was charged at the door to view this grotesque dwarf......
Anyhow, one day business was very slack, so he hit on the idea of charging TWO dollars to get in, but would offer a dollar back if the mugs (punters) didn't think it was good value........
Apparently the queues went round the tent.........
May be bollox, but it's a nice story..............
Long before he met Elvis he was a hustler on the fairground, and ran a freak show booth, where a dollar was charged at the door to view this grotesque dwarf......
Anyhow, one day business was very slack, so he hit on the idea of charging TWO dollars to get in, but would offer a dollar back if the mugs (punters) didn't think it was good value........
Apparently the queues went round the tent.........
May be bollox, but it's a nice story..............
Stumbled across this:
www.edmunds.com/advice/buying/articles/42962/article.html?tid=edmunds.h..edmundsonly..2.*
Dunno if the same tricks apply to the UK but was pretty revieling nethertheless
www.edmunds.com/advice/buying/articles/42962/article.html?tid=edmunds.h..edmundsonly..2.*
Dunno if the same tricks apply to the UK but was pretty revieling nethertheless
My business is buying and selling companies and we employ a number of pschological techniques when negotiating on price.
For example, the day of the week and the time of the meeting have a major factor. The number of people in the meeting and where they're sitting. The posture you take with the other side (friendly, aggressive, etc).
Over the years I've paid out a lot of money to pschologists to learn such competences, but it's been worth every penny.
Equally, there are very effective ways of assessing when the other side is bluffing. If you know these, it gives you a decided advantage.
For example, the day of the week and the time of the meeting have a major factor. The number of people in the meeting and where they're sitting. The posture you take with the other side (friendly, aggressive, etc).
Over the years I've paid out a lot of money to pschologists to learn such competences, but it's been worth every penny.
Equally, there are very effective ways of assessing when the other side is bluffing. If you know these, it gives you a decided advantage.
I do the same.srebbe64 said:yhm
Sure, but I'm a little protective of my email address.
I wonder if its illegal to use subliminal suggestive techniques on the internet, as was outlawed in the days when movies contained suggestions and orders to "go enjoy more coke and popcorn" every few thousand frames.
srebbe64 said:
I'm happy to receive an email, just so long as it's kept discrete - my whole family (inc wife and kids) also use my email address.
You know your ISP probably gives you more than one. Most supply about 5 to a basic customer.
Sounds like you are an ideal candidate for a gmail account. If you or anyone else wants one just drop me a mail and i'll send an invite.
In my last job we were taught to lay the chocolate out in a certain order, as the popular items are usually Mars Snickers Twix etc. to put them in the middle of the display as the eyes go for the middle of the disply first.
Also when laying out bottles or cans of coke, to put them in a specific order like Coke first then Diet Coke then Cherry Coke etc, as the eye starts at the front of a bottle display.
It worked though, we had to monitor sales after doing these changes and my sales of confectionary doubled.
And the usual, point of sale at the til, so as they wait to pay they wil be tempted.
No harm I suppose, its the key to good business
Also when laying out bottles or cans of coke, to put them in a specific order like Coke first then Diet Coke then Cherry Coke etc, as the eye starts at the front of a bottle display.
It worked though, we had to monitor sales after doing these changes and my sales of confectionary doubled.
And the usual, point of sale at the til, so as they wait to pay they wil be tempted.
No harm I suppose, its the key to good business
anonymous said:
[redacted]
Interesting stuff. It's probably easier for me, because we tend to deal directly with the vendor / buyer, before lawyers are involved and take the deal to "Heads of Terms" - at which point we have our own panel lawyers to convert the HoT's into a deal. We're dealing with a willing buyer and a willing seller, and are keen to cut the bst possible deal we can, who then 'instruct' their lawyers. We've found that most purchases are based on "emotion" not logic. Bit like my missus will "fall in love with a house". Equally, an entrepreneur with "fall in love with a company". Combine this with creating a market by having several bidders, then the company will sell for more than a simple multiple of profits, or whatever.
In my opinion, the best book ever for salesmen and negotiators was written by Donald Moine and Kenneth Lloyd. I bought it on a whim at a time when I was inspired to sell beter, and am glad I did. Its massively powerful, Ive not yet absorbed everthing within the book, but read several times, it will change the way you sell quite dramatically.
Its called "Unlimited Selling Power - how to master hypnotic selling skills" and in my opinion is priceless.
Its called "Unlimited Selling Power - how to master hypnotic selling skills" and in my opinion is priceless.
This doesn't really touch on pychological selling techniques in any subtle sense of the word; the selling technique to which I'm referring is so bloody blatent. Basically, I hate these adverts for skin cream and suchlike where they basically say, and they don't try to even mask their words anymore, that as you get older your body begins to look, gasp, older, and that older-looking people aren't worth anything and that if you have even a slight wrinkle then you're not a successful person and ought to be ashamed of yourself. So, so unfortunate, but not nearly as unfortunate as the fact that so many people are influenced by this kind of advertising and the widespread attitude that it helps foster.
UKBoB said:
In my opinion, the best book ever for salesmen and negotiators was written by Donald Moine and Kenneth Lloyd. I bought it on a whim at a time when I was inspired to sell beter, and am glad I did. Its massively powerful, Ive not yet absorbed everthing within the book, but read several times, it will change the way you sell quite dramatically.
Its called "Unlimited Selling Power - how to master hypnotic selling skills" and in my opinion is priceless.
Are you one of the authors?
anonymous said:
[redacted]
I concur. I've also experienced a number of buyers who agree and sign HoT's, then go hell for leather trying to reduce their offer by making mountains out of molehills during de-diligence, so it cuts both ways. One of the benefits of a deal-structure which ties the current owner in for a period of time is that the buyer can't afford to really cheese off the seller too much, because after the deal they're going to be "colleagues" for a period of time. As such,the relationship has to be kept on an even keel. As you, I've also seen a few tears when the vendor finally sells his company. One tactic we use is for the vendor to have some involvement even after they've departed - possibly a consultancy agreement, or maybe some royalties on future sales. That way they're not "severing the ties with their baby" and still feel they've got some meaningful attachment to it. As I mentioned earlier, most sales and purchases are emotional not rational.
As "Suckmychristmas" says, ridiculous "anti-wrinkle" creams aren't worth a hoot medically, but people believe what they want to believe (ie, it's an emotional purchase).
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