Kevin Hogan

International Speaker

Latest Articles:  Stopping the Black Swan Can You Become a New Person?

Page 2

The Psychology of Selling

The Psychology of Selling

Both types of salespeople can sell a lot more if they take advantage of the Psychology of Activated Selling. The biggest long-term winners with the most loyal following and customer base will almost always be the Trumps’ or Sanders’.

If you put the elements of a sales letter or video in the wrong order, sales will tank. If you’re not pushing the right emotional sales activators at exactly the right time, the conversion rate will be pretty terrible.

In person or on the phone, it’s all about pushing the right buttons while people are in the process of confirming that they identify with you.

The point is, in order to start getting more subscribers and sales, you need to understand that people are going to BUY YOU and they want to know that you get why they behave the way they do, what they’re thinking, and be certain what they are buying is going to work for them.

You can use these psychological activators in your sales letters, blog posts, newsletters and more. You can use them to get more subscribers, get sales, get referrals … or whatever else you need to grow your business.

Sounds good, right?

Sales Activator #1 : Touch their Fear

Fear is an incredibly powerful motivator. You’ll see everyone from marketers to politicians to bosses to parents using fear to get people to take some specific action. They do it because it works.

Fear is the activator of the flight/flight/freeze response in nature.

Salespeople, like politicians, can give doses of fear in large quantities and screw up everything. And this happens a great deal. If I don’t buy cable or DirecTV, my life will not likely end and it would be tough to scare me into buying once you inappropriately attempt to touch my fear button.

Fear of Missing Out

No! What you do is lightly touch the fear activator to make a big impact.

Here’s one proven method of utilizing fear.

Create a Fear of Missing Out

This specific fear is more prevalent today than it ever has been in the past.

In fact, the phrase (fear of missing out) has become so popular recently that it has its own acronym: FOMO. Typically this comes into play when people can’t stop looking at their smartphones, because they have a fear of missing out on some Facebook post, pop culture trend, or even an invitation to go out.

Sadly or pleasantly … this fear is the easiest to manipulate for good or bad intention.

You have a good intention?

Take this natural fear and funnel it into your sales system by creating an offer that’s somehow scarce. For example:

  • Limit the offer to a set number of people. For example, perhaps you set up a membership site with a strict membership limit of just 200 people. Or you can offer a bonus or discount to the next 10 people who order now.
  • Offer a discount or bonus for a limited amount of time. For example, you can offer a 50% discount that ends in 72 hours.There are a lot of different ways to heighten the sense of scarcity, boost urgency and in general bring the FOMO into awareness. These include:
    • Coupons.
    • Discount sales.
    • Flash sales.
    • Dime sales (the price goes up every day or after every purchase).
    • Early bird offers.
    • Introductory special rates.
    • Holiday sales.
    • Grand opening sales.

I could go on with this list. In all cases, the offer is somehow limited. This creates a fear of missing out on a great deal, which, in turn, boosts your conversion rate. This is true whether you are online or face to face. It makes no difference.

There are other ways to wisely and effectively touch fear …

Remind People of Their Fears

Remind People of Their Fears

One of the best examples of this comes from the marketing you see from insurance companies. Basically, they get prospects to imagine what it would be like if the spouse dies … and they didn’t have insurance.

It’s a very real scenario that happens every day. There’s good reason to be concerned!

No matter what you’re marketing or selling, you can remind people of what might happen if they don’t order now. For example:

  • If you choose to do nothing and leave this sales page, you won’t lose the weight. The ridicule will continue. People will give you disapproving looks when you’re out on the street. You’ll hate what you see when you look in the mirror.
  • This problem is not going to get better if you ignore it. Those few fleas you see on your dog now will multiply. Soon your entire house could easily be infested. Most people don’t know that fleas can even infiltrate the carpet, the furniture and then your bed.

Simple enough?

Highlight a scarce offer or remind people of their fears, and you’ll see a boost to your sales and conversion rates.

Now, the next conversion-boosting triggers …

Coffee with
Kevin Hogan

persuasion newsletter

Coffee with Kevin Hogan, delivered Monday.

Dr. Hogan’s blog & newsletter are both 

…free forever.

You get the very latest and most important findings in human behavior, relationships, wealth building, outcome acquisition, nonverbal communication, mind control, covert hypnosis, selling, and marketing.

You’ll also get his book Mind Access, as his gift to you.

“Subscribe Now” and confirm it today by email the minute after you subscribe!

Latest Posts on Kevin's blog

Kevin Hogan Live in Wrocław​

Media Presence

World Class Business Kevin Hogan

World Business Class

Success in Influence, World Business Class Magazine, January 2018. Cover Story and Interview with Kevin Hogan

Costco

Costco interviewed Kevin for Body Talk: Actions Do Speak Louder than Words

Cosmopolitan

Kevin's body language evaluation!

Sales Guru

Article by Kevin in Sales Guru magazine (based in South Africa). "Burnout: Escaping Living Hell"

What People Say

“Want to influence others? Want to persuade others? Want to sell others? Then Science of Influence is not just an option – it’s a landmark breakthrough of information you can use the minute you read it.”
"As a psychotherapist, I work in the minefield of decision-making and I can tell you that making good decisions is critical to happiness, success, and relationships. Kevin Hogan’s course covers the terrain of decision-making with his usual thoroughness, candor, and relevance. Kevin is always ahead of the game because of his extensive research, vast and varied connections and sharp mind. His thinking about ‘high noon’ and light a fuse, if applied, would save many relationships and learning the concept alone is more than worth the price of admission."

Author of The Psychology of Persuasion, Irresistible Attraction, and The Science of Influence, Dr. Kevin Hogan is trusted by organizations, both large and small, to help them help their people reach their personal peak performance and maximize influence in selling and marketing. Kevin is an internationally admired keynote speaker and corporate thought leader. In Coffee with Kevin Hogan, he shares his research, observations, and how you can apply them in your life – both in business and at home.

Subscribe to Coffee with Kevin Hogan today!

You can always write us at
drkevinhogan@gmail.com or kevin@kevinhogan.com

Pay attention to your spam/junk/trash folders, shoot maybe the neighbors!

 Coffee Bonuses

And as a bonus for joining, Kevin will give you two hefty eBooks: Mind Access and Overcoming Rejection.

Overcoming Rejection: Defeating the Painful Feelings of Being Marginalized by Dr. Kevin Hogan

The tips you receive in Coffee with Kevin Hogan will help you in your relationships and in your business. The fun stuff, well is just fun. Subscribe now and see for yourself.

Subscribe to the weekly e-zine, Coffee with Kevin Hogan and you will be first to find out the latest in persuasion, influence, body language, personal development, sales and marketing.

We respect your email privacy

It’s worth being patient for this page to load completely. Apparently the subscription form is ABOVE this text!

Network 3000 Publishing (952) 465-7525 | 952 443 5049