Ep 7: FREE: The Second Most Persuasive Word in Sales

The Sales Psyched Podcast

Episode 7: FREE: The Second Most Persuasive Word in Sales

There are two persuasive words, that experience has always shown, draws people’s attention like no others in advertising and sales. In last week's episode, we talked about the word, "New."
In this episode, you will learn:

· The second most persuasive word . . . "Free."

· Examples of how business use this word in their sales and marketing.

· How you can incorporate the word "free" into your sales conversations.

Decades of experience and hundreds of millions of dollars in marketing research say the word "free" is a blockbuster. So, why not put it to work for you. After all . . . its FREE!

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Additional Resources

Listen to the first persuasive word, "New" in last week's episode: https://podcast.salesdrive.info/e/0nj764x8

More About SalesDrive, LLC

At SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 80 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.
If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request

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Transcript

[soft melody theme music]
[00:00] Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.
[00:20] Let's get started.
[deep drum, marching intro music]
[00:30] Chris Croner: Dr. Chris Croner here. A few sessions ago, I told you that there are two words that, experience has always shown, draws people's attention like no others in advertising and sales.
[00:42] We talked about the first one, "new" and I asked you to incorporate the word whenever it feels natural in discussing your product and its features and benefits. People love news and we're wired to perk up when we're alerted that we're going to see or hear about something new.
[01:02] The second word . . . "free." That's right. A simple one syllable word that the advertising industry has always known grabs people's attention, stopping them in their tracks, so to speak.
[01:17] Think about all those late night TV ads you've heard over the years. You know the ones . . . "And if you purchase our Ginsu knives you will receive this incredible knife sharpener free. And not only that, if you buy within five days, we will ship you this walnut wooden knife holder free."
[01:39] You see the same thing when shopping online . . . "Free shipping, if you purchase an order of $100 and above."
[01:47] Now, I know that you're not selling knives on TV, but the power of the word free is still valid as a remarkably effective way to get people's attention.
[02:00] Any time we can weave it into our sales discussion it can have a big impact on the buyer's perception of value; and his or her memory of the discussion. Obviously, your product or service itself is not free, but there may be bits of the value proposition where you can slip the word in.
[02:21] For example, let's say you're selling a mortgage service. You could say something like this . . . "Our company also provides weekly updates of rate changes so you can take advantage of fluctuations, free."
[02:36] And of course, many companies use free trials as an effective inducement to engage.
[02:42] This week, take a look at your sales pitch and find a way to weave in the word free. Decades of experience and hundreds of millions of dollars in marketing research say the word free is a blockbuster. So, why not put it to work for you?
[03:00] After all, it's free!
[03:03] See you next time.
[soft melody theme music]
[03:07] Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word.
[03:25] Until next time, take care!