Sales psychology is an advantage whether you are in a conventional brick and mortar business or an online one. The great thing is that sales psychology is not difficult to learn. Essentially all you need to do is put yourself in the place of the prospective buyer.
One aspect of sales psychology is that people respond to specifics more than generalities. If you sell photocopy machines, saying a particular unit is a high-speed duplicating machine is not impactful. But if you say that your machine produces 10 sheets of A4-sized copies in 12 seconds with the ability to automatically collate documents into correct order, then it seems more impressive. In sales, rounding off figures dilutes its impact so state numbers without rounding off.
This aspect of stating things in specific terms also applies to targeting your prospects. People must know whether your product or service is for them or not. Hence, the term ‘Home Owners’ is not as good as ‘Gardening Enthusiasts’. And ‘Gardening Enthusiasts’ is not as specific as ‘Tropical Plant Lovers’. Get specific. Got it?
Another aspect of sales psychology is that people are interested in how they can benefit from your product or service more than what the product can do. This seems obvious but most business owners and sales people miss the mark on this one. My favorite way to make sure I’m focusing on benefits instead of features is to ask myself “What does it do?” (to uncover a feature) and then “What’s so great about that?” to uncover the benefit to them.