5 SCIENTIFICALLY PROVEN TIPS TO HELP YOU SELL MORE

LESS IS MORE Offer fewer choices to increase the likelihood of a sale.

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WHAT THE SCIENCE SAYS: SETTING Supermarket where shoppers can taste a jams. EXPERIMENT In situation (A) 24 different gourmet jams were placed on a table. In situation (B), there were only 6 jams. RESULTS While more people stopped by to check out situation A (60% compared to 40% when there were only 6 jams), situation B generated 10 times more sales.

HOW TO USE THIS TRICK TO SELL MORE -  Don’t offer product options

that are very similar à it makes choosing more difficult (cust. less likely to buy).

-  If you have a large range of products, help your customers choose

-  Only discuss the products that are relevant to your customer.

MAKE IT UGLY Propose something less attractive

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THE EXPERIMENT Situation A: 100 students are given these options to subscribe to the Economist: -  Online-only subscription: $59.00

(selected by 68 students) -  Print & web subscription:

$125.00 (selected by 32 students)

Situation B: 100 other students are offered this: -  Online-only subscription: $59.00 -  Print-only subscription: $125.00 -  Print & web subscription: $125.00 THE RESULTS The # of students who selected the expensive option of print & web went up from 32 to 84.

Forget the sales deck

at this point.

WHY’D THAT WORK? The print-only subscription makes the print & web option look less expensive. HOW TO USE THIS TO SELL MORE: Introduce a product that makes your standard package look like a better deal (e.g. product at similar price with fewer features).

TELL A STORY No need for a tall tale, just an engaging genuine story

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THE RESEARCH Research suggests that stories are easier to understand and thus, easier to persuade with. Good stories transport the listener inside them. Once someone is inside of a story, they are less likely to notice things that don’t match-up with their past or everyday experience.

Forget the sales deck

at this point.

HOW TO USE THIS TO SELL MORE Don’t rely on facts and statistics alone. Selling with anecdotes or case studies is most effective.

TALK ABOUT NOT BUYING People hate losing out.

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WHAT THE SCIENCE SAYS: GROUP I In the 1st experiment, people were given $50 cash and the choice: A. Keep $30 B. Take a 50-50 gamble of keeping the full $50 or losing it all RESULTS 43% chose to gamble (B) GROUP II In the 2nd experiment, option A was rephrased as “lose $20” & participants were presented with the same choice RESULTS 62% chose to gamble (B)

WHAT THE RESULTS MEAN? When Option A was described as a loss, people tried to limit that loss by gambling. HOW TO USE THIS TO SELL MORE Point out to your prospects what they’ll lose out on if they don’t buy your product.

Forget the sales deck

at this point.

LITTLE VICTORIES Gain agreement on something small

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WHAT THE SCIENCE SAYS: GROUP I Selling cookies for charity, Group A calls subjects’ households and immediately asks if they can send a volunteer to sell cookies. RESULTS 18% subjects agree GROUP II In the 2nd experiment, Group B calls subjects’ households, but before asking to send a volunteer to sell cookies, they first ask how the subjects are feeling this evening. RESULTS 32% subjects agree (14% increase)

Forget the sales deck

at this point.

WHAT THE RESULTS MEAN? The Consistency Principle: Once people have agreed to something, they’re more likely to agree to something else. HOW TO USE THIS TO SELL MORE Don’t immediately aim for the sale. Get your prospect to agree on the challenges he faces or difficulties using his current solution.

How Can Fileboard Help? Fileboard tells you when a prospect has opened your deck and how interested they are. So you know exactly when to follow up. To give Fileboard for Salesforce a try, click here. Don’t have salesforce? Click here for Fileboard for Cloud.