The Psychology of the Sales Process

This is the essence to online business success and, has been the foundation for the success of infomercial products. Yet many offline businesses fail to make use of it.

Even many online business owners don’t consider the sales flow or the buying psychology behind it.

Without understanding what a prospect or customer is thinking, or why they make certain choices, you can easily lose up to 80% or more of your  potential sales.

When your customers first enter your sales funnel (typically enticed by your free incentive) you are carrying out a qualifying procedure. At this point, regardless of the source of that prospect, you know they have an interest in whatever you offered.

This is extremely valuable information.

When people buy something that is niche-specific, they will often be looking for as much information or products related to that niche as possible. For example, when I buy a magazine on mountain biking then chances are I want as much information on mountain biking related products as possible.

That means that you now have the full attention of a highly qualified potential customer. Everyday that goes by, reduces the chance that they will still  be interested in more information. That means you want to maximize your opportunity while you can.

This is why sales flows (also known as sales funnels or sales processes) are so effective and important to your business.

Let’s look at this in more detail…