Customer Action Threshold in Sales

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In classical marketing, such a psychological factor as the threshold of the client's action is taken into account very rarely, although it is no less important than the correct search for a consumer. Jordan Belfort, the author of the straight-line sales system, places special emphasis on the term and its significance.

How to help people make good purchasing decisions?
In our life we ​​do nothing by chance. There is a reason behind every action. When we do something we always expect a positive result. Sometimes we make decisions that are not the best, but we are sure that we are doing it in our interests.

A similar principle is embedded in sales . The sum of all the good and bad that can happen after a purchase is made is called the action threshold.

How to help people make good purchasing decisions?

A person who is about to make a purchase has two scenarios running through his head:

Positive – all the good things that can happen to him if he purchases the product/service.
Negative - the disadvantages that this decision will bring him.
People with a low action threshold tend to think about very angola email list 276670 contact leads positive cases rather than the most negative, worst-case scenarios, whereas buyers with a high action threshold will think about the opposite.

Thus, the action threshold is the level of confidence each potential customer must overcome before they will purchase a product/service.

The buyer always acts according to the logic, emotions, patterns that arise in him when in contact with the product/service. If all factors are positive, the consumer will make a purchase.

Usually, when a customer has been given arguments and has realized that you have the best product, your company is trustworthy, and cares about the consumer, they make a purchase. However, a customer with a high action threshold will be difficult to convince of the need to buy, even for a salesperson with commercial talent. Most objections to sales are usually smoke screens for the real reason why they do not trust you, your product, or your company. If you lower the buyer's high action threshold, the customer will make a purchase/sign a contract.

How to lower the customer action threshold?
There are four ways to demonstrate clear benefits to the customer and encourage them to buy:

Guarantees. Offer the buyer a refund if he/she is not satisfied with the product/service.
Cooling off contract. This deal allows the buyer to reverse their decision within 5-7 business days.
When communicating with a client, use phrases that will make him worry less. You can talk about a similar experience, always talk about long-term relationships: a list of additional services, getting a bonus or club card. Let him feel that you care about the consumer, that you are "one of our own" who is ready to help at any time.
From bad to good. Show the customer a negative scenario that is not really that bad, and then a best case scenario. The latter should be really good. Then, offer the customer a small purchase.
How to lower the customer action threshold?

For these methods to work, it is very important to use the right intonation and body language, establish contact with the person, and lead them.

It is difficult to "get" clients with a high action threshold, but they are the ones who most often become excellent regular customers. You have won their trust, they no longer perceive you as a stranger who is trying to impose a product/service. Regular customers are always open to new offers. Understanding how to lower the client's action threshold makes it possible to close almost any sale.

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