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Decades ago, we used “psychological reciprocity” at Bob Proctor’s seminars to sell out products at the back of the room. We did this by giving away free bags—and we were amazed at the results.
The psychological law of reciprocity says that when you induce certain feelings in a person, they’re programmed to automatically respond in a grateful way of some kind. If you give them something, very often they feel compelled (in a good way) to give something back.
If you want to see your sales go up dramatically, there are two things to consider: psychological reciprocity, and how to handle objections. You’ll also want to be able to determine whether an objection is real, or just an excuse.
In today’s episode you’ll learn:
Your belief as a salesperson needs to be rock solid. You must understand human behavior and the nature of human beings. It’s your job to get better—and to ask better questions to help bring clarity to the other person during a sales call.
Your belief in why they CAN do something, needs to be more solid than their belief in why they can’t. Otherwise, they’re going to convince themselves not to do it. That’s human nature.
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Up your sales game with these past episodes from The Successful Mind Podcast:
Episode 333 – The Psychology of Sales
Episode 416 – The Inner Game of Sales – Part I
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The post The Successful Mind Podcast – Episode 485 – Psychological Reciprocity: The Genius Is In the Bag appeared first on The Successful Mind Podcast.