Three Psychological Factors of Selling

Getting the sale isn't always about offering the lowest price or a freebie—although these help. You probably can't afford to offer a hot deal every day. It may have to be used as a seasonal sales boost. Your product or service needs to sell on its own merit. Look back at the competitive advantages you wrote down as your unique selling points. How do these speak to the emotional needs of your customers?

In addition to making your offer compelling, Dr. Ralph Wilson, web marketing and e-commerce expert, recommends using these psychological factors to sell: enhance desire, create a rationale, and build trust.