Planting the “Yes”: How Priming Blooms into Sales

The Invisible Influencer: How Priming Plants “Yes” Seeds in Your Prospect’s Mind

Alright, you masters of persuasion, let’s delve into a brain trick so subtle, it’s practically a whisper in the wind.

It’s called priming, and it’s about planting subconscious seeds in your prospect’s mind that blossom into a beautiful “yes” (or at least a compelling desire to buy).

Priming: The Subliminal Sales Superhero

Imagine you’re a skilled gardener, not forcing growth, but carefully nurturing the soil.

That’s priming.

You’re creating the perfect conditions for subconscious seeds to germinate and flourish.

The beauty?

It operates below conscious awareness.

Your prospects won’t even realize they’re being gently guided, making it incredibly powerful.

The Derren Brown Mind Games: A Masterclass in Priming

For a real-world demonstration, look no further than Derren Brown, the master mentalist.

In one captivating example, he asked a group to think of a random song, then “magically” guessed it.

The secret?

His team subtly primed the participants throughout the day by playing the song in various locations.

Unconsciously, the song became more prominent in their minds, influencing their “random” choice.

Priming in the Real World: Beyond the Stage

Priming is everywhere.

Think of those highway billboards.

You might not consciously register them, but they’re subtly influencing your subconscious.

When you later choose a soda brand, that billboard might sway your decision, even if you can’t recall seeing it.

A classic example is the “Muller Corner” yogurt.

When the adds were running, and the jingle was playing, more people bought that brand of yogurt.

The Psychology Behind Priming: Why It Works

Priming works because of how our brains process information.

We have two systems: System 1, the fast, intuitive, and emotional system, and System 2, the slow, deliberate, and logical system.

Priming primarily targets System 1.

Associative Memory: Our brains are wired to make connections.

When we’re exposed to a stimulus (like a word, image, or sound), it activates related concepts in our memory.

This activation spreads, making those related concepts more accessible.

Cognitive Fluency: We tend to prefer things that are easy to process.

Primed concepts are more readily accessible, making them feel familiar and comfortable.

This fluency creates a sense of “rightness” or preference.

The Power of Suggestion: Even subtle suggestions can influence our thoughts and behaviors.

Priming taps into this power, gently nudging us in a particular direction without our conscious awareness.

How to Use Priming in Your Sales Process:

• Content Marketing: Create valuable content that subtly promotes your product. For example, a financial advisor could write a blog post about the peace of mind that comes from having a solid retirement plan, subtly priming prospects to think about their financial security.

• Social Media: Share engaging content that aligns with your brand values. A fitness brand might share posts about the energy and confidence that come from regular exercise, priming their audience to associate their brand with those positive feelings.

• Email Marketing: Send a series of emails that gradually introduce your product, building anticipation. A software company could send emails highlighting customer success stories, priming prospects to envision themselves achieving similar results.

• Sales Conversations: Use subtle language and imagery. Instead of saying, “This car is expensive,” say, “This car is an investment in your safety and comfort.”

Practical Examples:

• Selling a car: Before a test drive, play a soundtrack of a powerful engine and show images of scenic drives.

• Selling a financial product: Have the prospect read a testimonial of somebody that had their life changed by the product.

• Selling a software product: During a demo, highlight how the software simplifies complex tasks and saves time.

A Story of Priming in Action:

Imagine a real estate agent showing a house.

Before the showing, they place fresh-baked cookies on the kitchen counter and play soft, calming music.

The potential buyers enter, and the aroma of cookies creates a warm, inviting atmosphere.

The music relaxes them, making them feel at ease.

Unconsciously, they begin to associate the house with positive emotions, making them more likely to make an offer.

Priming: Your Secret Weapon for Subconscious Influence

Priming is a potent tool for subtly influencing your prospect’s subconscious and guiding them towards a “yes.”

It’s about planting seeds of persuasion that blossom into a successful sale.

So, unleash your inner priming pro. Your sales numbers (and your prospect’s subconscious minds) will thank you.

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