Marketing Psychology Secrets

Even if you do many things the same way your competitors do, the benefit you point to may be unique to a prospect because your competition doesn’t mention it.

Once your company has identified its uniqueness, it will be the key message communicated in everything you do. Your uniqueness will be distilled down to an essential phrase -- sometimes referred to as a unique selling position or unique sales proposition by marketing smarties (and a slogan or motto by everyone else).

The information you learn about hobbies, pets, children and favorite vacation spots are the foundation for rapport and the beginning of a long, beautiful relationship…and a big, fat sale!

In making a connection and establishing rapport, it's helpful if you can find something besides business to discuss. Most people share a favorite topic of conversation: themselves.

So just how do you establish rapport? Do your best to mirror what you observe.
Is the prospect formal or friendly?
Is his/her speaking voice loud or soft?
Is the energy he/she gives off fast-paced or methodical?

you can identify the buzzwords of the sub-culture, you can immediately sound like an insider who's in the know, instead of an outsider trying to make a sale.

If you offer products that people truly want; and solve problems that truly bother them, there's only one more element you need to add to guarantee your success: rapport.

One request was: "Excuse me. I only have five pages. May I use the Xerox machine?" Another request was phrased: "Excuse me. I only have five pages. May I use the Xerox machine because I'm in a rush?" In a third situation, the participant said, "Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?" There was no reason given for the need …just the words "because".
Request #1 was granted 60% of the time. Request #2, the request coupled with a reason, was successful 94% of the time. But here's the clincher: Believe it or not (and you'd better!): 93% of the people said yes simply due to the word 'BECAUSE'!
It didn't matter that there was no reason given for the request. Just using the magic word "because" triggered the desired response -- allowing the test participant to cut in line.
"Because" will have the same effect on your desired response -- it will make your customers buy, buy, and then buy some more!

People want to have the reason for what you do and they like to have a reason for what they do, too.

you give people a good, believable reason why you're doing what you're doing, they'll love you for it. If you open up, they will, too -- with open arms…and open wallets.