How to Get People to Buy Your Products Immediately on Impulse

This method works best for face-to-face personal sales and your only goal is to get the sale right now! You can adopt it in other situations with longer sales cycles, but in that case you would need to take each step at a time and use this method by step.

If you sell on carboot sales, you can drive your customers to buy and pay, and that’s it. If you’re selling something more corporate that needs a couple of appointments, you can do it at each step by selling the first appointment, then the second, and when you sit down with the CEO, you use that again to drive the final contract signing.

So what is the method? Well, I’m glad you asked! Is GIFTS.

Psychologists and scientists discovered long ago that humans are motivated to buy stocks (and other stocks for that matter) for only a handful of things and these are:

Greed

Indifference

fear of loss

Voice tone

SheepFactor gold mafia psychology

Hence the term GIFTS. So what does this mean? I’m glad you asked again!

Let’s go back to the car trunk sale above. You are among a few dozen other positions and you want to sell and beat everyone else and you want that sale right now.

Your customers will be driven by greed, try offering 2 for 1 and see what happens. Everyone wants a great bargain and that is why they are here to start. We see this everywhere. eBay is so successful because everyone goes there looking for a bargain, and let me not mention a night out. You’ve just walked into a bar and bought a pint of something wonderful and you meet a long lost friend who offers you another pint. Instead of calmly saying that the first one is full, what do you do? That’s how it is! You accept and go down first at record speeds! That’s greed, my friends, and it can help you make tons of sales.

So you’ve attracted your prospect to your booth, and now you want to sell your item. If you get pushy, they may quickly back out before you can say “hard sell.” But try going back a bit (even physically going back) and appear nonchalant as if you don’t need that particular sale, since you’ve already sold thousands in the last hour. Some dynamics will change here. They will think that you are selling because the product is perfect and if you have already sold so many then there is social proof that it is a good product and that you are a good business person. They will want to buy too.

fear of loss Has she ever seen her favorite outfit in a window at, say, 90% off and thought she’d buy it on payday? Well, what if two days before your payday the window had a big sign saying “hey, this is the last suit in your size, buy it before your love rival buys it first”? Forget how they knew it was your size or your love interests, but you’d probably do everything in your power to get it, wouldn’t you? That is called fear of loss. At the carboot sale, you may want to only show five of anything at a time and make it a limited range, even when you have thousands under the table. In fact, that’s why certain manufacturers make limited ranges of some of their products to get that stampede of people buying right away.

T is for tone of voice. This is very interesting. I don’t mean to be sexist here, but growing up as kids we’d get into trouble and my mom would yell all day into deaf ears, then my dad would say a word or two in a lion’s roar-like tone of voice and all order would be restored. immediately! I’m sure you can relate to this. That’s the tone of voice. It can be used to arouse, influence, give subtle instructions, etc. I’m not saying yell at your prospects and roar like Simba the Lion King, but at least don’t be monotonous. Use your pitch to steer your sales process in the direction you want.

S if it’s for the sheep factor or keeping up with the Joneses. People don’t want to be weird. They want to be normal. By default, people will tend to do what everyone else does without even thinking about it. That’s the sheep factor. So when you’re selling, try to tell your prospects what everyone else is doing. If your prospect hits your imitation iPod at the trunk sale, don’t respond with a personal attack. Instead, say something like “everyone thought the same thing at first, but the reason everyone bought is [insert main selling point here]Even before someone starts pounding on your wares, your loud voice should invite them to your booth asking them to see why everyone else is visiting your booth and see what happens. Think back to a night out on a popular strip, would you? How many have you ever seen one club with lines around the block when the next one just has staff members hanging around clueless?

Now, before you run out to try this method, you need to sell something that people want in the first place. This just speeds up the decision process so they buy it right now instead of when everyone they know approves it for them.