How to build impulse
Building impulse is a key skill for those in direct sales jobs. Many face-to-face sales transactions are made on impulse.
If the sales representative fails to build enough impulse, then they are in danger of the customer asking for more time to think about their decision or to research the alternatives. This could culminate in a customer opting for a rival brand.
Even if the customer does end up buying the product, it would normally be through a different medium meaning that the salesperson may miss out on their commission.
This article explores some techniques to build impulse and convince the customer to make their decision straight away
Urgency
Impulse buyers never take the time to properly weigh up the pros and cons of their purchase. The longer customers have to consider the negatives of buying a product, the higher the chance of them opting against an impulse buy.
By making a presentation of a product as sharp and snappy as possible, the excitement of buying a product remains fresh in their minds before they have time to consider the negatives of the product.
Fear of loss
A great sales tactic is to make the customer believe that they might miss out on a great deal if they delay their decision.
If an offer is only limited to a certain amount of people then customers are more likely to make an on-the-spot purchase to guarantee they don’t miss out on the product.
Close the sale
One mistake that many rookie sales reps tend to make is being too afraid to ask for business. As soon as a salesman spots any sign of approval be it verbal or via body language, they should close the sale.
The best sales reps close the sale using language that assumes the customer has already agreed to the transaction.
Using these impulse-building tactics, sales representatives can greatly increase their success rates.