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In sales psychology, the principle of ________ is based on the idea that people are more likely to buy when they must act quickly. This is the principle under which ‘flash sales’ operate.
In sales psychology, the principle of ________ is based on the idea that people will do as much as possible to meet their goals, and to avoid backing out of them. For example, online stores that have a free and fast returns policy use this principle to their advantage. They know that once people have the product in their hands, they are less likely to send it back.
In sales psychology, the principle of ______ is based on the idea that people buy when doing so makes them feel part of a shared group identity or subculture. For example, Justin Bieber fans are called ‘Beliebers’, which psychologically strengthens their attachment to participate in the group by buying things. This can then be leveraged to make the fans buy merchandise.
In sales psychology, the _____ principle is being used when an expert’s opinion is given to sell a product. This principle is also being used when doctors or scientists endorse a product or make recommendations.
When attractive models or salespeople are used in advertising, this is based on the principle of ______. This is because people are drawn to buy things when persuaded by a person who has favourable traits.
In sales psychology, the principle of _______ is based on the idea that people feel compelled to buy or ‘give something back’ if they have received something for free.
The _______ principle is based on the idea that people want to know what others think and experienced before they decide to buy a product. An example of this principle in use is customers being able to publicly rate and review their purchases, on sites such as Amazon.
A ________ is a portion of food or other product that is given to customers so that they can try it, and as a means of encouraging them to buy it.
A ________ is a written recommendation from a satisfied customer.