The internet is overflowing with posts claiming they hold the secret to smashing your sales targets. So, what makes this one different? In a word: science. We’ve delved into the latest research to bring you scientifically-backed advice that’s sure to help you win over new clients and customers.
We’ve gone beyond sales-based social research to bring you truly cutting edge advice. From a colonoscopy study that will help you understand the intricacies of giving corporate gifts to a simple play on words that will boost customer loyalty, read on to discover the strange ways in which science can help you hit your sales targets:
1. The Gift that Keeps on Giving
What on Earth do colonoscopies and gift giving have in common? Glad you asked. When researching ways to make the unpleasantness of having a tube inserted into your nether regions less awkward and uncomfortable, scientists discovered something fascinating. No matter how painful it had been, just a minute of something pleasant after the colonoscopy was over had the power to completely change the patient’s recollection of the event.
What does this mean for you? While we’re sure your sales meetings aren’t as much of an ordeal as a colonoscopy, this actually makes the trick even more powerful in your hands. Ending your sales pitch on a positive note will reframe the entire experience for you and your client in positive tones. While the colonoscopy doctors offered cookies, this is a fantastic opportunity for you to leave your prospective client with a branded corporate gift that will continue to evoke the positive memories you’ve worked so hard to create.
2. A Positive Approach
Speaking of positive memory creation, you should be sure to start every client interaction on a high note too. In a study examining how the behavior of waiters affected their tips, it was found that opening with a positive comment could boost earnings by 27%.
Never allow your first remarks to a customer to be negative. While your client may sympathize with you if you complain about traffic congestion or bad weather, you’ll be losing ground in the long run.
3. Creating the Customers You Want
This tip is so subtle, yet powerful, that we need to preamble it with a request for you to please use it ethically. A study into the behavior of fundraising donors found that, when told they were among the best contributors, donors often went on to increase the amounts they pledged to the cause.
Give your customers a positive label and human nature will have them subconsciously wanting to live up to it. Of course, this should never be used to manipulate. Simply saying, “you’re always so fantastic to do business with,” or “we really appreciate your loyalty, you’re one of our most valued customers” will have them drawn towards living up to those labels.
4. The Stickiness of Words
While it may be tempting to bring your client’s attention to ways in which your competitors miss the mark, research has revealed that you’re at risk of having any negative comments you make stick to you rather than your target. This outcome is so common scientists have given it a name: Spontaneous Trait Transference.
While your customer logically knows who you’re talking about, any negativity you express will be subconsciously tied to you. If a customer asks you about a competitor, it’s best to reply with an enigmatic “no comment” and an offer to focus on the positives you have to offer.
When it comes to creating customer satisfaction and smashing sales targets, you really can’t beat the scientific approach.
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