The psychology of sales is something that every business owner should master. There are certain things that make people want to buy from you that work over and over again. We’re going to go over the basics of sales and using this information to your advantage will certainly help you close a lot more deals in your tree trimming business. Most business owners think it’s all about the price they’re charging, which of course has something to do with it, but not nearly as much as business owners think.
The first principle of selling is based on the idea of reciprocity. When you do something for someone, their basic instinct is to do something nice for your back. This is a principle that has been proven time and time again in psychological experiment. There’s a group of people that try to get donations from strangers in public places. These people give the stranger a free gift such as a pin to wear on their jacket because they know that after they give that pin to the stranger, the chances of them getting a donation from that stranger skyrocket.
The second principle of selling is that people like to buy from people they like. If you have a personality that is closed off and quiet, but the person you’re buying from is outgoing and loud, the chances of them buying from you go down. There’s a tactic called modeling which basically means that if the person you’re selling to has poor posture, is hunched over, and speaks slowly, you need to be mimicking them. Don’t make it obvious, but try to replicate what they’re doing as much as possible. This is going to help you close more deals than probably anything else you could possibly do.
The third principle of selling is authority. This means that people like to buy from others that hold a higher status than them. This can be accomplished by dressing nice and being the expert on the service that your selling them. If you can educate them on what they need and why they need it, you’re going to be closing a lot more deals. It’s important to know everything you possibly can about tree trimming and why your services are better than your competitor.
The fourth principle of selling is commitment and consistency. Its important to keep an open line of communication with the person you’re selling to so they feel confident that if they have any questions you can answer them when they reach out to you. It’s important that once you get someone that’s interested in your services, that you keep contacting them until they either buy from you or tell you to screw yourself. When someone contacts you about tree trimming services, it’s because they need their tree’s trimmed. Once they ring your phone, they are giving you permission to sell them on your services.
There are other selling principles that are important but these are my top four picks for the most important selling tools you can arm yourself with. If you apply these principles in your tree trimming business you will certainly take your salesmanship to the next level. When you follow our marketing strategies combined with these selling principles, you will be on your way to running an extremely successful tree trimming business. This post has been sponsored by NTS Landscaping Contractors, the best landscaping scottsdale has to offer.