The Super-Power of Consistency People don’t want to view themselves as wishy-washy flip-floppers who change their mind whenever the wind blows. People like to view themselves as consistent and committed.  You can use this psychological fact to boost your sales. How? By using the foot in the door technique. It works like this… You get […]

The Power of Scarcity (Fear of Loss) 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. Now, I’m not saying you have to act like Freddy Krueger from the horror movies […]

The Power of Handling Objections If you’re selling something, then your prospects are already figuring out reasons why they shouldn’t buy it. These are called objections. Common objections include the following… The price is too high. Here the person may be able to afford the product or service, but he still thinks the price is […]

The Psychology of Reciprocity Reciprocity works like this: if you give your prospects something valuable, they’ll feel obligated to give you something in return. This “something” might be a referral, a sale, an email address, or something else of value to you. The reason this works is because we tend to become psychologically uncomfortable when […]