Consumer psychology in 27 words…

I couldn’t sum up consumer psychology any better than that.

It’s so very true in sales environments. And life for that matter.

It works so well because most people in their life tell them the opposite.

They discourage your customer’s dreams.

They say “I told you so” when they fail.

They create fear.

They poo poo on your customer’s suspicions and “conspiracies”

And, most of the time, they’re encourage them to “not rock the boat” rather than throw rocks.

So when you…

… encourage their dreams (no matter how “crazy” they might seem.)

… justify their failures (or, better yet, help them reframe it as a learning opportunity or even a success in some way)

… allay their fears (by helping show them how your service can help reduce fear)

… confirm their suspicions (by agreeing with them, preferably with evidence)

… help them throw rocks at their enemies (by cheering them on.)

… they will love you for it. Because it’s the rare person who’s validating them.

This builds trust. And that gives you the space to make a sale.