When it comes to expensive items, finalizing the sale is always a difficult task. Standard sales tricks and techniques often fail to grasp the psychology of the customer, and therefore are not the most effective way of closing the deal. Instead, salespeople should persuade customers to actively envision themselves enjoying the product in question. In order to do so effectively, the customer must be put into an imaginative frame of mind. Some ways to accomplish this include using real stories as examples and using the customer’s own individual interests and goals as framing, among others.
Read more: How to Get Customers to Look Past a Hefty Price Tag
