3 Sales Psychology Tips To Get Inside Your Buyer’s Brain So You Can Increase Conversions

When it comes to connecting at the deepest level of understanding with your customers, you need to have them feel like you’re literally inside their head.  And with these 3 sales psychology tips you’ll soon find your happy customers asking you, “How’d you know that?”

So let’s dive right into what drives your “buyer’s brain” and inspires them to spend those buckaroos on your product or service.  And have them walking out the door smiling wide.

Social Proof:  Well If Everybody Else Likes It

I don’t care how strong of an individual we may think ourselves to be, it’s in our nature to follow the crowd.  It’s buried all the way down in our DNA back when we joined tribes so we can could keep ourselves safe. It may be almost 2019, but we still love to be part of the “cool kid crowd” and we’re willing to pay for it.

This is where this first tip of sales psychology called social proof comes into play.  We see it all around us every day. Whether it be all your friends raving about a new movie like Creed II or Bohemian Rhapsody (both epic by the way) or fiddling with those addictive fidget spinners, we want to be part of the “in” crowd.

A perfect example I experienced a few years back was when In-N-Out Burger opened its first restaurant here in Chandler, AZ.  I can still vividly remember my jaw hitting the floor of my Toyota pickup as I turned to see lines of people out the door.

And the drive-thru lane?  Cars were backed up all the way into the connecting parking lot for Lowes!  There were at least 25 cars piled up, frantic for those tasty burgers. And initially I thought, “what is wrong with all these nutcases?  It’s just a burger and fries right?”

But as the days passed and I kept seeing those lines for the first week it was open, it started calling to me.  I got curious… I was fascinated. Why are these people willing to wait upwards of 30 minutes for a fast food burger?

And you know what happened next right?  Yup… I was standing in line and soon chomping down on my cheeseburger and fries.  Not only was it great, but now I knew what the fuss was all about. Plus… I was one of the cool kids now.

Social proof works every time… it did on me.

The Costco Freebie Formula

Ever been to Costco and found yourself being teased with those end of the aisle scrumptious free samples?  Could be cheese and crackers or some other mouth watering new treat. You might be thinking oh isn’t that nice of Costco to give out those freebies.

But it’s actually a subtle and powerful sales psychology tactic that will have you leaving their store with a full cart.  Even though you only went in to buy some paper towels and batteries.

This second tip of sales psychology is based off the idea of reciprocity.  What is that? Well straight from good old trusty Wikipedia…

“In social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions.”

So when the Costco employee smiles wide as they extend that tasty sample, you feel appreciated and enjoy the reward.  And since Costco gave you something for free and it made you feel great, your reciprocity muscle starts twitching inside you.

Your mind won’t let you get something for free without giving something back in return.  Next thing you know, you buy yourself a whole box of those addictive snacks.

And since you’re now feeling more positive and upbeat from the treats, you also end up buying that Ninja blender as well as a pallet of trail mix.

Through this subtle and low key form of sales psychology, Costco can turn a free snack into a full cart of groceries… and much more profit.

Don’t Think… Feeeeeeel

Now you may have noticed in the example above I talked about how someone felt when they got their free snacks.  And feelings… emotions… is the 3rd sales psychology tip that seals the deal for almost every buyer.

To have some fun with this tip, I want to reference an all time classic line from THE MAN himself, Bruce Lee.  In the film Enter The Dragon, he tells a young student…

“Don’t think! Feeeeeel.”

Bet you never thought that Bruce Lee could teach you a thing or two about marketing huh?  Well in those three words you’ve got the core secret to closing more sales with your business.

You see people already think way too much.  Thinking about the bills to pay, the hassle at their job or their upcoming vacation that seems too far off.  And if you allow your prospects to think too much… you’ll lose them.

But if you help your customer leave their logic in the background and instead guide them back to how they want to FEEL… then you’ll watch your conversions skyrocket.

Share with them how they’ll feel the exquisite texture of that new luxury coat everytime they wrap it around their shoulders. Imagining they are a Hollywood star about to stroll the red carpet at the Oscars.

You talk about how when they rev the engine on that high performance sports car, they’ll feel their bones rattle and a surge of power course through their veins. Taking them back to those reckless years flying down the highway without a care in the world.

When you apply the intensely powerful sales psychology of emotion… it quickly carries your customer into the motion of joyfully making their purchase.  They want to feel truly alive again… and your product or service can provide them that gift.

Once you understand and apply all 3 of these top sales psychology tips to your business, I’m guessing that you’ll be “feeling” quite nice about what happens inside your bank account for years to come.


Jason is a key member of the marketing team here at AWOL.  He brings a wide range of skills sets to the table such as copywriting, content and email marketing.  When he’s not helping to crank out the latest marketing campaigns, he is addicted to spreading an attitude of gratitude through inspirational speaking, collecting fedoras and anything Bruce Lee… Waka!

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