I happen to deal with a lot of prospects and customers especially at Centreville Tow Truck and the secrets to making sales and getting loyal and happy customers depend on understanding humans. The reason why most people fail to understand other people’s behaviors is that they look at these behaviors and make a judgment, without taking other variables into consideration.
Humans are active agents ever engaged in attempting to satisfy physical needs and mental desires with the ever-changing and complex surroundings while at the same time interacting with surroundings. Our brains structures keep on evolving to support the complex cognitive processes that are defined by what we observe and process.
When it comes to scientific research, human behavior is quite complex and is composed of three main elements; cognitions, actions, and emotions. Actions are behavior and denote anything that can be observed with the use of bare hands or just measured by physiological sensors. An action is more of a transition or initiation from one state to another.
Cognitions as behavior
Cognitions are what define thoughts and mental images that you carry with you, be it verbal or nonverbal. It can be how you remember to buy something or just how you can be curious someone thinks about you. Cognitions are comprised of skills and knowledge. It can be how to use a particular tool in a meaningful manner without hurting yourself.
Emotions are behavior
We can define an emotion as any relatively brief conscious experience that is characterized by an intense mental activity. It can equally be a feeling that comes as a result of either reasoning or knowledge. Its scale varies from positive to negative.
To understand humans, you need to understand actions, cognitions, and emotions. These three aspects do not run independently, they are related. Proper interaction between these three enables you to understand the world around you and that around others.
What you need to know
To properly understand humans, there are key issues you need to know. First, humans are active consumers of sensory impressions. You have to actively work on a something to achieve a cognitive goal. Cognitions are specific to time and situations. Any new information that you receive is accepted, merged and integrated with previous ones for processing and comparison in the cognitive mindset. We talk about behavior, we must understand how it is acquired. When someone acts in a certain manner, we need first to understand all variable and the reasons for acting in such a manner.
The ability to persuade others is a very important skill which can translate to making huge sales, getting a raise, convincing people to follow your leadership and countless other success issues in business. In your personal life, it can mean winning over your partner, raising well-behaved kids and having friends and family members who listen to you. But persuasion is not just about charisma. Anyone can improve and get better at getting people to say yes to requests. Psychology has uncovered a wealth of data behind getting people to say yes. Here are the tricks to go about it;
There is always an overwhelming urge to pay debts in the process of returning the favor to something good someone did to you. The deep-seated urge of reciprocity is so strong that it defines the very essence we are human beings. To apply reciprocity, you only need to give people things for free. Whoever is on the receiving end of your gift is then indebted to you. You can give anything including a free book, a subscription, a sample, virtually anything. As long as what you give is free, people will always have the urge to repay and can lead to making a purchase.
Commitment and Consistency
We are always driven to remain consistent in our words, attitudes, and actions. We are meant to make some pledge of some kind, to take a stand or to make a decision. There is always an urge to remain in a consistent form with our original commitment. The key to this step is to get an initial commitment which may appear small but it can have a huge impact in the future. The application for this principle is to ask for a simple yes at first, then build on that. This is the technique salespeople usually call foot-in-the-door technique.
Most of us are imitators in most of the things we do. We are in constant look for others for guidance particularly when we are not sure about how to do something. To apply this principle, show others using your services or buying your products. You need to list testimonies of satisfied customers and clients. Feature interesting stories of all those who have been converted to accepting and using your products or services. When people see that what you offer to others is good, they will want to be associated with you.
Irrespective of how reasonable we may think we are, we are always lined towards saying yes to those we know and like. We readily comply with requests which are familiar to us. This is the main reason we find it hard to refuse to buy a product sold by a friend or relative. To apply this principle, you need to be personal and likable. This is a key principle about selling that most people know, but fail to apply instinctively.
Another two key principles behind saying yes are authority and scarcity. When it comes to authority, people will always say yes to you when you possess signs and symbols of authority and expertise. When it comes to scarcity, the fear of loss is more powerful than the hope of gain.