sales growth meeting 6th

Table of Contents

Growth Meeting #6: Psychology of Influence (30 mins)

INTRO (2 mins) ⏱️

Three psychological principles that close JHAT PAT deals:

  • Reciprocity: Give first → Buyer reciprocates
  • Commitment: Stack small yeses → Buyer locked in
  • Scarcity: Limited time → Buyer acts NOW

तीनों को combine करो = Deal done!

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SECTION 1: RECIPROCITY - The Mints (10 mins)

The Story (1 min) 🍬

Restaurant waiter:

  • First mint with bill → 3% tip increase
  • Second mint personally + "you're nice folks" → 23% tips! 📈

Why? People reciprocate gifts. It's natural human behavior.

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HMC Sales Example (9 mins) 💪

Situation

  • Product: Used HMC, 2018 model
  • Buyer: "Cash tight, future में देखेंगे"
  • Your goal: Convert "maybe" → "advance today"

Step 1: First Mint - FREE Audit (Day 1-2)

You call:

भैया, तुम्हारा current production setup का free audit दे दूँ? Spindle hours, changeover time, idle time – सब निकालूँ। 30 mins, कोई charge नहीं।

What happens:

  • You study their 3-4 parts on current VMC
  • You calculate actual cycle times
  • You make rough ROI comparison: Old VMC vs New HMC

Step 2: Second Mint - Personal Custom Plan (Day 3)

After audit, you say:

देख, तुम serious काम कर रहे हो। तेरे 3 jobs को HMC पर shift करूँ तो:

  • Setup time 40% कम
  • Production capacity 20-25% extra
  • हर महीने ₹2-3L बचत

मैं तेरे drawings के लिए custom calculation किया है। सिर्फ तेरे लिए, generic नहीं।

What buyer thinks:

  • "इन्होंने free में मेरा audit किया"
  • "मेरे exact parts पर calculation किया"
  • "मैं special हूँ, not just another lead"

Step 3: Close (Day 4)

You say:

तो एक छोटा step ले – 2 लाख का token दे। HMC मैं तेरे नाम 15 दिन hold कर दूँ। नहीं लिया तो token adjust करके दूसरे machine में दूँगा।

Result: Advance ✅

Why it worked:

  • You GAVE first (time, analysis, custom plan)
  • Buyer FELT indebted
  • Small token (2L) feels reasonable return for your investment

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SECTION 2: COMMITMENT - The Buttons (10 mins)

The Story (1 min) 🔘

Researchers gave people "I Will Help Cancer" button. They wore it casually, thought nothing.

Later: Asked to volunteer. Result: 700% more volunteering + donations! 📈

Why? Once they said "Yes" to button, they saw themselves as helpers. Future actions aligned with new identity.

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HMC Sales Example (9 mins) 💪

Situation

  • Product: Used HMC, 400mm pallet
  • Buyer: "Soch ke bataaunga" (delaying forever)
  • Your goal: Convert delay → commitment → deal

Button #1: 5-min Problem Quiz (Day 1)

You call:

एक 5-min quiz करूँ? Biggest pain right now – delivery delay, rework, या setup time?

Buyer says YES (first commitment). He answers 4-5 quick questions.

Identity shift: "मैं serious हूँ, अपनी problems solve करना चाहता हूँ"

Button #2: 15-min HMC Demo (Day 2)

You send video/WhatsApp:

तुम्हारे answers से लगता है HMC से जो 3 shifts में करते हो, वो 2 में कर सकते हो। 15-min demo देखोगे?

Buyer says YES (second commitment). He invests time watching.

Identity shift: "मैं HMC seriously evaluate कर रहा हूँ"

Button #3: Site Visit (Day 3)

You call:

Demo अच्छा लगा न? Friday 3 PM को warehouse में live machine चलाकर दिखाऊँ?

Buyer says YES (third commitment). He blocks calendar.

Identity shift: "मैं buyer हूँ, not just browser"

Button #4: Advance Payment (Day 4)

At warehouse, end of visit:

देख, तूने:

  • अपनी problems share की
  • Demo देखा
  • Machine physically देख लिया

एक छोटा step ले – 2L token दे। HMC मैं तेरे नाम 15 दिन hold कर दूँ।

Buyer thinks:

मैं यहाँ तक आ गया। Backing out का मतलब मैं fake हूँ। Advance दे ही दूँ।

Result: Advance ✅

Why it worked:

  • Each "Yes" is small (5 mins, 15 mins, 1 hour)
  • Each "Yes" = public commitment (he told you yes)
  • By Button #4, he's psychologically locked as "serious buyer"
  • Can't back out without losing face

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SECTION 3: SCARCITY - The Urgency (6 mins)

The Story (1 min) 💎

Jewelry shop: Turquoise not selling. Manager accidentally doubles price (125 → 250). INSTANT SOLD OUT! 📈

Why? Higher price = perceived quality. Limited stock + high price = MUST BUY NOW (FOMO).

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HMC Sales Example (5 mins) 💪

Situation

  • Product: Only 1 used HMC available, low hours
  • Buyer: Saw machine once, still delaying
  • Your goal: Create urgency → advance today

Step 1: Clarify Real Scarcity

You say (Day 1):

सुन, ये HMC जैसी condition में साल में 1-2 बार ही मिलती है। Hours कम हैं, condition clean है। मेरे पास सिर्फ यही 1 piece है।

Step 2: Add Competition

You say (Day 2):

देख, दो और लोग हैं जो रोज़ update पूछ रहे हैं। मैं अभी तक तेरे लिए hold करके बैठा हूँ।

Step 3: Add Deadline

You say (Day 3):

आज शाम तक तू confirm कर। नहीं तो कल morning से दूसरे को priority दूँगा।

Step 4: Firm Pricing (No Desperation)

You say (Day 3):

15.5 से कम नहीं करूँगा। नए में 19+ जाएगा। Condition rare है, deal genuine है। Nahi लेना, कोई problem नहीं।

Buyer's mind:

  • "सिर्फ 1 ही है" ✅ Scarcity
  • "दूसरे buyers भी हैं" ✅ Competition
  • "आज ही decide करना" ✅ Urgency
  • "He's not desperate" ✅ Confidence = quality signal

Result: "2L advance करता हूँ, HMC hold कर दे!" ✅

Why it worked:

  • Real scarcity (actually 1 machine)
  • Real competition (actually multiple inquiries)
  • Real deadline (actually moving to next buyer)
  • Confident pricing = this is NOT desperate seller

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CONCLUSION (2 mins) 🎯

The Magic Formula

Principle What Buyer Thinks
Reciprocity "वह invest कर रहे हैं, मुझे भी करना चाहिए"
Commitment "मैं यहाँ तक आ गया, backing out awkward है"
Scarcity "अब या कभी नहीं"

तीनों को combine करो = JHAT PAT DEAL DONE!

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This Week's Action (Pick 1 Machine)

Day Action Principle
1-2 Free audit Reciprocity Mint
3 Custom proposal Reciprocity Trigger
4 Quiz Commitment Button #1
5 Demo Commitment Button #2
6 Site visit Commitment Button #3
7 Scarcity pressure + Advance Button #4 + FOMO

Result Target: Advance payment locked ✅

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