4 gatilhos mentais que melhoram suas vendas || Falando de Loja

Summary

In this video, the speaker discusses four essential mental triggers to boost sales in a store: need vs. desire, trust, financial concerns, and demonstrating value. By understanding whether a customer is driven by need or desire, building trust through personalized attention, addressing financial objections effectively, and showcasing the true value of products, salespeople can create stronger connections with customers. The video emphasizes the emotional nature of buying decisions and offers practical advice to close more deals and enhance the customer experience, ultimately leading to improved sales performance.

Takeaways

• 😀 Understand the difference between need and desire in customer purchases. Tailor your approach accordingly—emphasize functionality for needs and emotional appeal for desires.
• 😀 Building trust is crucial for successful sales. Customers need to feel that the store and the salesperson are reliable and professional.
• 😀 Properly handling financial objections can turn a no into a yes. Offer flexible payment options or demonstrate the true value of the product to justify the price.
• 😀 The emotional connection with customers plays a huge role in closing sales. Use positive reinforcement and engage them emotionally to create a sense of urgency.
• 😀 Inquire about the customer's needs, but also dig deeper to understand the emotional reasons behind the purchase. This makes your sales pitch more personalized and effective.
• 😀 When a customer is purchasing based on need, focus on the product's ability to solve a problem. For desire-based purchases, highlight the benefits and indulgence the product offers.
• 😀 Trust-building is a key mental trigger. If a customer doesn't trust you, they will hesitate. Make sure to listen carefully to their needs and offer personalized solutions.
• 😀 Pay attention to the store’s organization and cleanliness. A well-maintained store enhances customers' trust and confidence in the products.
• 😀 Offer customers a chance to experience the product physically. Let them hold or interact with it to create a deeper emotional connection and drive sales.
• 😀 Financial objections are often due to budget constraints or perceived lack of value. Address these by showing how the product justifies the cost or by offering flexible pricing options.
• 😀 The goal of any sales interaction is to understand the customer’s motivations—whether it’s a necessity or a desire—and adjust your strategy to meet those needs effectively.

Q & A

What is the main focus of the video script?

The main focus of the video script is to explain how mental triggers like need vs. desire, confidence, and financial concerns can improve sales in a store environment.

How does the script differentiate between 'need' and 'desire' in a sales context?

The script explains that 'need' refers to something necessary, like a product you must have for a specific purpose, while 'desire' is driven by emotional wants or preferences, like buying something because it is appealing even if you don’t technically need it.

Why is it important to understand whether a customer’s motivation is based on need or desire?

Understanding whether the customer's motivation is based on need or desire allows the salesperson to tailor their approach. If the customer is motivated by need, the focus should be on the product’s functionality and problem-solving aspects. If motivated by desire, the emphasis should be on emotional appeal and the benefits of the product.

How can a salesperson build trust with a customer according to the script?

A salesperson can build trust by engaging in effective questioning (sondagem), showing genuine interest in solving the customer’s problem, and offering personalized solutions. The script also highlights that a clean and organized store enhances the customer's perception of the store's professionalism and reliability.

What role does emotional appeal play in the sales process?

Emotional appeal is crucial, especially when the customer’s motivation is desire. By tapping into the customer's emotions, the salesperson can create a connection, enhancing the likelihood of closing the sale. This can include focusing on how the product makes the customer feel or the social status it might bring.

How should a salesperson handle objections related to price or value?

The script advises that objections related to price should be addressed by demonstrating the product’s value and offering payment solutions, such as installment plans. Understanding the customer’s perception of value and explaining how the product meets their needs can help overcome price objections.

What is the psychological reason behind a customer raising objections during a sale?

Customers often raise objections to signal a lack of confidence in the purchase decision, such as concerns about the product’s value or affordability. These objections may stem from a fear of making a wrong decision or not getting the best deal.

What specific sales technique does the script recommend when a customer shows interest in a product?

When a customer shows interest in a product, the script suggests that the salesperson should hand the product to the customer, engage them with a detailed description, and emphasize the benefits. This creates excitement and further stimulates the customer's desire to purchase.

How does understanding financial concerns help in closing a sale?

Understanding financial concerns is vital for addressing objections related to price or payment. By offering options like payment plans or breaking down the cost into smaller installments, the salesperson can make the product more affordable, reducing the customer’s resistance to purchasing.

What is the significance of the 'need vs. desire' concept in a sales strategy?

The 'need vs. desire' concept is significant because it shapes the sales approach. A product sold based on need requires a focus on its functionality and problem-solving aspects, while a product sold based on desire benefits from an emotional appeal and emphasizes how it fulfills a personal want or aspiration.