7 years ago
December 14, 2017

The Secrets of Selling. 4 Ways Psychology Plays a Role in Sales

Are there secrets of selling? Are there certain techniques or approaches that help some sales recruiters and reps sell more than others? What about psychology? Does it play a role…

Rhys Metler

Are there secrets of selling? Are there certain techniques or approaches that help some sales recruiters and reps sell more than others? What about psychology? Does it play a role in sales?

Absolutely! Psychology plays an important role for both sales representatives and customers during the sales process. In fact, there are many ways it can help reps improve performance.

“Human beings may be complex, but there is still a pattern of reactions to psychological triggers that can be analyzed, in order to help a business get into the consumer’s mind,” says Tereza Litsa on clickz.com.

“This allows a business to provide its consumers exactly what they are looking for, making the shopping process easier,” she adds.

The Secrets of Selling – The Impact of Psychology on Sales

We’ve put together some of the main ways psychology plays a role in sales:

1. Reciprocation:

People like to feel appreciated. Therefore, it’s important for sale reps to offer gratitude and reciprocate. You can do this by offering a free gift, free shipping, and other incentives when a customer makes a purchase.

2. Urgency:

Creating a sense of urgency will help speed up the sales process. It helps to light a fire under the customer and helps keep the focus on making a purchase decision. You can do this in many ways. You can create urgency by setting a decision deadline or using specific words such as “limited time” or “quick.”

3. Social proof:

The opinion of others matters to your clients. They want to know what others think of your company products and services. Social media has definitely helped bring social proof to prominence. Use testimonials, expert reviews, and other information that validates a customer’s desire to buy from you.

4. Storytelling:

Storytelling has become a very effective sales tool. Everyone loves a good story. Stories can be used for a variety of purposes to support sales efforts. Use storytelling to sell your brand and company core values before trying to get customers to buy products or services. If there is alignment with your brand story, clients will be more likely to purchase your products.

Get More Secrets of Selling from Sales Recruiters:

Call them trade secrets, strategies or approaches, but there are some secrets of selling. Here is additional advice to help you improve your sales game:

They Said WHAT?! 6 Things Salespeople Should Never Say to a Customer

The 7 Most Persuasive Words Salespeople Should Use

Sales Strategy: 7 Things EVERY Sales Customer Wants


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.