5 tricks to sell that big brands use

From the origins of society and its first commercial methods such as barter (exchange of material goods of similar value) Until now, the need has been generated in entrepreneurs to publicize and promote their products to be the best sellers.

Traditionally, the trend to get more income from companies was based on applying more resources when advertising their brands. For example: if five ads bring an increase in sales of 100,000 cars per year for a car brand, theoretically with 10 ads, sales would double. This strategy would be the perfect equation if the increase in resources did not imply more costs, since in some cases the return on benefits is less than the capital invested.

To solve this dilemma, the study of human behavior through new technologies and neurological research has brought out the so-called Neuromarketing. This aims to understand how the brain of consumers works to achieve more sales with lower costs. Let's see what those tricks to sell are that use the brands created to market many products.

• Related article: "7 keys of Psychology applied to Marketing and Advertising"

Tricks to sell using keys of Psychology

Here are five of the most popular strategies to sell and to be sold to us conceived from the neuromarketing. Did you know them?

1. Buy now and pay in installments without interest

Several studies have shown that the purchase of an item can cause the activation of certain neurological areas related to pain. Knowing this information, companies have taken advantage of it and have chosen to promote deferred payment in many of their products (especially in those of higher cost). This postponement of the economic payment is advantageous, because it supposes a reduction of the discomfort that the purchase supposes.

However, it is not only the fact of paying instantly the variable that determines the negative activation. Others such as the quality-price ratio also determine if buying an item is an "eye out for us".

Thanks to this type of payment facilities, our purchasing initiative increases.

• You may be interested: "The 10 most effective persuasion techniques"

2. Buy packs

Buying in packages is another strategy to reduce the discomfort caused by spending money by not detecting the individual value of each of the items, if not the whole. It is indeed, one of the most popular selling tricks.

Let's take an example: buying a cake in the neighborhood bakery costs us 3 euros per piece, while the kg of them is 10 euros. Sweet lovers will have it clear: for 10 euros I will take more. The same happens with the famous 3x2 in different sectors such as food.

The purchase of the set implies a lower detection of the price of each of the goods included, so it will mean a reduction in the negative activation that financial expenditure supposes and a feeling of satisfaction with the choice taken.

3. Before vs. Now

It is very popular to see advertisements of the type of telemarketing offers such as: Before: 49.99 and now 39.99 and that they seem like a unique opportunity. This has to do with the so-called anchor. Each item that we think about buying carries with it a price that we are willing to pay for the assessment we make of its quality and cost. If we put anchors or high prices, by modifying them down, the item will be a complete bargain.

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4. I take two

How many times do we have to buy a bottle of shampoo and spend long minutes wondering if we want it with aloe vera, neutral or for sensitive skin? Faced with these types of decisions, entrepreneurs have created a strategy that makes them win and obtain more sales. The so-called lure marketing has a very important role in these situations.

Let's imagine that all the models are similar in price but one of them has a promotion of 25% more for a modest higher price. Many of us would have it clear, for a little more I take almost double. When deciding the comparison of values ​​and benefits is essential in our brain, if we understand that the quality-price reality increases, we will process that this will be the correct choice.

If what is intended is to increase sales, you just have to put an improved product compared to a very similar one and the consumer will understand that the price quality is higher, that is, if a lower product (which acts as a decoy) we give it a value equal or almost equal to the improved product, sales will increase.

5. Minimize and you will win

As consumers we have all felt the fatigue of choosing between 100 cereal brands when we want to try new ones. The truth is that choosing from a large number of very similar options is mentally exhausting.

A clear example is the quality surveys that any brand can carry out. When answering the first questions, our attention is 100%, but once the number of items go by (and especially when there are many), our fatigue begins to take its toll and we get distracted more easily and even respond without valuing much the options.

For this type of discoveries, large food stores and online shopping among others, are reducing the number of options by detecting customer needs and minimizing their field of choice. Choosing between 5 options is easier and more comfortable than between 10 and if someone advises and guides us, the better!