Psychology is helpful in sales. However, psychological tricks are just sales tactics in disguise. What’s the difference?
Intent.
If the intent is to get something from the prospect, it’s a trick.
If the intent is to help the prospect, it’s a tool.
Psychology can be used to help prospects:
- Think things through
- Think about things in a fresh way
- Help them get unstuck
But like anything good, it can be used for ill.
Intent matters.