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7 DARK PSYCHOLOGY Sales Techniques to Sell Anything
14 ideas de marketing sacadas de «7 DARK PSYCHOLOGY Sales Techniques to Sell Anything», de Sabri Suby. Sobre todo de conversión y mensaje y copywriting.
- 14 ideas despiezadas
- Fuente Sabri Suby
- Dura 27 min
- Publicada en 2025
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Cadencia de seguimiento comercial en ráfagas de alta intensidad y pausas
ConversiónPara no caer en el acoso comercial pero asegurar una decisión del prospecto, estructura el seguimiento en ciclos de ráfaga: contacta con alta frecuencia (de 3 a 5 veces al día durante 3 a 7 días mientras el lead está caliente), aplica un periodo de enfriamiento de una a dos semanas si no responde, y luego reinicia el ciclo hasta obtener un 'sí' o un 'no' definitivo.
so there is a certain cadence with your follow up you don't just call people non-stop every day a stalker does they're hot and you want to strike why the iron's on those people three to five times a day you might do that for three to four days and then you cool off for a few days maybe a week and then you start it again as a rhythm I might follow up very very hard for a week cool off maybe two weeks I begin the same cadence never gonna stop following up until you get a decision
Escúchalo en el minuto 26:16
Seguimiento multicanal con humor para transformar la molestia en admiración
ConversiónAl realizar seguimiento a prospectos comerciales, se deben combinar múltiples formatos y plataformas (mensajes de voz, WhatsApp, iMessage, LinkedIn, GIFs y humor) en lugar de insistir solo por una vía tradicional. Esta persistencia creativa y desenfadada rompe el patrón habitual de ventas y convierte la molestia inicial en respeto y admiración profesional.
recorded on your iPhone you want to send them audio messages on iMessage and WhatsApp LinkedIn you want to use GIFs humor you must use all of these modalities in your follow up game is that annoyance turns into admiration really persistent that immediately separates you from the herd
Escúchalo en el minuto 25:02
ConversiónMencionar de forma transparente los puntos débiles, requisitos exigentes o limitaciones del producto antes de que el cliente los descubra elimina la apariencia de venta agresiva, neutraliza objeciones por adelantado y construye confianza instantánea.
They try to hide all the warts there are gonna be some drawbacks. is use radical transparency and just bring them up before the prospect brings them up. Because that builds trust. You bring that up to the prospect before they get a chance to bring it up. So you can counter that argument before it even gets raised as an objection. One, it just builds trust. They're actually being honest
Escúchalo en el minuto 3:48
ConversiónExponer abiertamente desde el inicio del proceso de venta las condiciones difíciles o desventajas del servicio (como compromisos prolongados o trabajo demandante) desactiva las defensas del prospecto, elimina objeciones tardías y posiciona al vendedor como un asesor de confianza frente a la competencia.
It's actually the opposite. if this person's being so upfront and honest about this drawback, there mustn't be anything else that I need to worry about. And it disengages and allows them to pull down their defenses. And so don't be afraid of bringing up these things early or often. If there's something hard or difficult that it is that your customers need to do, tell them, tell them upfront, and we wanna be radically transparent with our prospects to further build trust. By bringing up the ugly truth first, you are short circuiting their defense system. this is the only person that is…
Escúchalo en el minuto 5:20
ConversiónEn las llamadas de cierre, el objetivo no debe ser mantener al cliente completamente cómodo; generar momentos de incomodidad mediante preguntas difíciles y confrontación honesta es necesario para que el prospecto asuma su problema y tome una decisión de compra transformadora.
Most people think that when they're on a sales call, the job is to make everyone feel very comfortable But this couldn't be further from the truth. transformations don't happen inside comfort zones. you need to have a hard conversation. And the best closers in the world, They are not afraid of asking the difficult questions and making them be uncomfortable in order to make that transformation. but those 10 minutes of discomfort can literally change the next 10 years into an uncomfortable part of this phone call in order to get them to act. And that is tactic number one, kill the comfort zone.
Escúchalo en el minuto 0:28
ConversiónA mayor precio de una oferta, la venta debe alejarse del empuje comercial tradicional y basarse en la atracción y la cualificación rigurosa. En lugar de listar características y beneficios, se deben hacer preguntas estratégicas para que el prospecto examine sus intentos fallidos y concluya por sí mismo que necesita la solución.
And the higher the price range, the more the pull sale is. and the higher the price point, the more difficult it should be to buy because the more that you need to pull away to build the value of that high price point. So with a pull sale, it's all about asking strategic questions to get down to the root problem You must have the prospect arrive themselves at, hey, this is a logical reason that I should buy this. This is the logical path for me to go down based on all of these questions. You need to let them fall on their own sword by doing something that we call the admission, where they…
Escúchalo en el minuto 10:19
Aumentar la persistencia y variedad de formatos en el seguimiento de ventas
ConversiónLa mayor parte de los ingresos se pierde porque los comerciales desisten tras uno o dos contactos débiles antes de que el cliente potencial realmente descarte la oferta. Multiplicar la duración del seguimiento y alternar formatos creativos de alto impacto (como videos selfie, notas de voz, correos personalizados o notas manuscritas) rescata oportunidades y multiplica las conversiones.
but the fortune is made in the follow up Most sales people they will try and follow up with somebody twice and then they will give up. and this is the one tactic that I was to deploy in any business to double their sales it would be to follow up their leads for three times as long as they currently are because often times it's actually the sales person that gives up on the prospect before the prospect gives up on the offer you want to bring some pizzazz some extra sauce in your follow up game you want to do handwritten notes yes you want to be doing emails you want to be leaving them also…
Escúchalo en el minuto 23:41
ConversiónEn prospección telefónica, hablar con una entonación descendente y un tono sobrio de autoridad —en lugar de un tono agudo, entusiasta y excesivamente amable— evita que te identifiquen de inmediato como vendedor y hace que el filtro transfiera la llamada al tomador de decisiones.
It's actually in the way that you say them because people make micro judgments on you in the first two to five seconds simply by the way in which you speak. very fast and they're upward inflecting I can tell by their opener that they are here trying to sell me something. yeah, hi, it's Subri here. I'm just after the person who looks after the Google Ads account Yes, it's in regards to your Google Advertising account. it sounds like, okay, they're in arrears, you get through to the decision maker. to use my tonality to get through the gatekeeper. that you change your frame and the way that you…
Escúchalo en el minuto 16:34
ConversiónCuantificar con cifras concretas lo que el cliente potencial pierde periódicamente por no alcanzar su meta convierte al tiempo en el enemigo; esto hace que la inacción se perciba como una decisión mucho más costosa y riesgosa que pagar por la solución.
Every year that goes by it is costing them 1.2 million dollars. hey, assigning a cost to inaction. And when you start to assign a cost to inaction, Well, it reframes time as the enemy And then you make the fear of them not taking any action at all far scarier than the price and they look at the risk of inaction being the most dangerous decision of all.
Escúchalo en el minuto 15:06
ConversiónCuantificar con cifras concretas lo que el cliente potencial pierde periódicamente por no alcanzar su meta convierte al tiempo en el enemigo; esto hace que la inacción se perciba como una decisión mucho más costosa y riesgosa que pagar por la solución.
Every year that goes by it is costing them 1.2 million dollars. hey, assigning a cost to inaction. And when you start to assign a cost to inaction, Well, it reframes time as the enemy And then you make the fear of them not taking any action at all far scarier than the price and they look at the risk of inaction being the most dangerous decision of all.
Escúchalo en el minuto 15:06
ConversiónPresionar insistentemente al prospecto para cerrar un trato disminuye el valor percibido de la oferta y genera suspicacia; las ventas de alto valor se fundamentan en cultivar el deseo del cliente y posicionarse como un recurso valioso y difícil de obtener.
The real pros understand that a sale is about pulling people and making yourself magnetic and desirable and that your prospect should want if you have something of value, It's typically hard to get. That makes it not very valuable because you have to actually convince people they understand how to craft desire and to get people really wanting whatever it is that they've got so that they can pull away and it can actually become more desirable to the prospect. Because the harder that you push, the less people want it. something's not right here. Why is this person pushing me into this? It…
Escúchalo en el minuto 8:06
ConversiónEn las conversaciones de venta con leads cualificados, el foco no debe estar en defender o desglosar el precio del servicio, sino en dimensionar el coste de la inacción y el impacto negativo de que el prospecto mantenga su problema sin resolver.
Most salespeople think that prospects are scared to spend money when the real danger is not to take any action at all. When the real danger to them is, hey, what happens if I don't do anything? This problem is still going to be persisting in my life. And that's the thing that you want to focus on. You don't want to focus on the money that it is that they need to spend. You want to have all of your attention focused on the actual problem that it is that they're trying to solve. But there is something that is infinitely more important than the cost of our services and that is the cost of…
Escúchalo en el minuto 13:09
ConversiónEn las conversaciones de venta con leads cualificados, el foco no debe estar en defender o desglosar el precio del servicio, sino en dimensionar el coste de la inacción y el impacto negativo de que el prospecto mantenga su problema sin resolver.
Most salespeople think that prospects are scared to spend money when the real danger is not to take any action at all. When the real danger to them is, hey, what happens if I don't do anything? This problem is still going to be persisting in my life. And that's the thing that you want to focus on. You don't want to focus on the money that it is that they need to spend. You want to have all of your attention focused on the actual problem that it is that they're trying to solve. But there is something that is infinitely more important than the cost of our services and that is the cost of…
Escúchalo en el minuto 13:09
Mensaje y copywritingLos clientes no compran horas de consultoría, módulos o PDFs, sino el resultado final y el estilo de vida que obtendrán. Desglosar en exceso los componentes de la oferta genera la percepción de trabajo y esfuerzo; la venta efectiva consiste en pintar una imagen vívida y emocional del destino final anclando los entregables solo como el vehículo para llegar allí.
Amateurs sell the deliverables. The modules, the PDS, all of the hours of training. That's not what it is people buy. What they do buy is the end destination. People could be so much more effective in their selling if they stopped and all they did was sell the end destination. you want to paint a very vivid picture of what that desired outcome looks like and have everything anchored to that. That is work. People don't want work they want the outcome. have all of your attention on the outcome and then the deliverables they just simply become a delivery vehicle for getting the outcome And that…
Escúchalo en el minuto 20:26
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