All human behavior is driven by one of two factors: the desire for pleasure or the need to avoid pain. If you can show a prospective customer how your product will help them perform either of those functions, you’ll have a buyer.
Here’s how to incorporate the psychology of sales into your marketing efforts.
Fear of Missing Out
People love to feel as if they are part of the “in” crowd. They derive pleasure from feeling they are privy to something others can’t get, or they got a special deal where most people had to pay more. When presented with such an opportunity—on a limited basis—shoppers will be motivated to make a purchase decision. They don’t want to endure the pain of having missed out on a good thing. This fear of missing out is why car salespeople always “have a few other people calling about this car”. The implication is simple. You’d better buy it before one of those other callers gets there and scoops up this “one of a kind” great deal causing you to miss out.