Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

The psychology of selling


Published on

Sendible creates software to help agencies and professional marketers be more productive when it comes to managing social media for multiple brands.

It's important for agency owners and account managers to be great at sales, especially when it comes to pitching and convincing new prospective clients why they need your services.

In the first of our "Inside Sendible" series, one of Sendible's top Sales Executives, Tom Guest does a deep dive into the psychology of selling. Discover how you can generate more sales with these simple tactics you can implement today!

Watch the full presentation at

If you'd like to learn more about how Sendible's social media management solution can help you attract more clients to your agency with our white label solution, be sure to visit

Alternatively, if you're interested in starting a career in SaaS sales, be sure to check out Sendible's careers page at

Published in: Sales
  • Be the first to comment

  • Be the first to like this

The psychology of selling

  1. 1. The psychology of selling What makes us say yes?
  2. 2. How do we come to decisions? Researchers have been studying what makes us say yes for over 65 years It would be nice to think that people take in all relevant info to make a full and rounded decision - Not true. In the busy lives we all lead we rely on shortcuts to quickly guide our decision making
  3. 3. Manipulation VS Influencing Manipulation The act of influencing of a person's actions with purely your own goals in mind or through bullying and disruption etc. Influencing The act of educating and through to a mutually beneficial goal
  4. 4. The 5 Shortcuts to getting a yes! 1) Reciprocity 2) Liking 3) Authority 4) Scarcity 5) Consistency
  5. 5. The 5 shortcuts 1)Reciprocity The restaurant study 1 x mint = 3% 2 x mints = 14% 2 x mints = 23% (Not what was given but the method it was given by) - Be first to give - Make sure what you give is personalised and not expected.
  6. 6. 2) Liking (We like people who…) -Similar to us -Complement us - Work together with us to online goal - People listen to who they like and buy off who they trust - Rapport build
  7. 7. 3) Authority Why are you credible? Why should people listen? Estate agent case study - Increase number of viewing and contracts by receptionist stating the agent's credentials first. 20% > number of appointments 15% >number of sales
  8. 8. 4) Consistency ABC. Still valid today? Small initial commitments along the way Activated and reinforced by small ongoing commitments Drive safely campaign
  9. 9. 5) Scarcity People want more of what there is less of: In 2003 Concord announced they would be ceasing flights Sales went through the roof. Nothing changed with Concord, it wasn't faster, the service didn’t become better Need to point out what is unique and what they have to lose
  10. 10. Mirroring The act of matching someone's body language Connected with the law of Liking
  11. 11. But we work mainly on the phone….. Rapport and icebreak are key This give vital information on how we can verbally mirror the other person Pitch Tone Interests and hobbies