Mental triggers for B2B sales that leverage your factory

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The art of selling, whether to end consumers (B2C) or other companies (B2B), requires persuasive strategies. In B2C, emotional connection is crucial. In B2B, subtlety is key. By strategically incorporating the right sales triggers into the B2B and industrial environment , you can not only boost sales, but also cement your company’s position as a consistent partner.

In this blog post, we will explore strategies involving sales and mental triggers to leverage your sales to retail or store customers , highlighting the importance of these techniques both in the factory and in the training that sales management offers to its representatives.

Check it out by following the reading!

What are mental sales triggers?
Mental sales triggers are information strategically inserted to stimulate automatic psychological reactions , directing customers towards a faster and more effective purchasing decision. By understanding these triggers, it is possible to positively influence negotiations, boosting sales.

How important are mental triggers?
The correct application of mental triggers is essential to vietnam phone number list create competitive advantages and consolidate solid relationships — especially in the B2B sales scenario. They not only capture attention, but also sustain interest throughout the sales process, providing a more effective and persuasive approach.

Mental triggers are powerful tools when used ethically and cautiously. Whether in B2C or B2B, understanding the psychology behind purchasing decisions is a competitive advantage that drives results and also builds solid, long-lasting relationships.

12 sales mental triggers that will boost your factory
Thinking exclusively about the B2B context, sales mental triggers are used to reduce negotiation time — which tends to be longer than in B2C. In addition, it seeks to make your factory more attractive than the competition , ensuring customer loyalty. Check out 12 options that need to be part of your sales!

1. Authority
The authority trigger highlights the industry’s experience and credibility in providing products or services to retailers or retailers. For example, a technology industry can emphasize its expertise through certifications, recognized strategic partnerships, and notable success stories . This shows that it understands the subject and will be a truly strategic partner for its B2B customers.

2. Anticipation
This is one of the most important sales triggers when it comes to attracting retailers. This is because offering an early view of market trends, product innovations or even exclusive opportunities for future partnerships creates positive expectations.

A fashion industry, for example, can anticipate upcoming seasonal trends, instigating retailers' interest in offering products aligned with the expectations of their B2C consumers.

You can do this by advertising promotions and highlights on your B2B e-commerce , for example, pre-dated launches, to use this sales trigger to your advantage.


3. Strategic scarcity
Strategic scarcity is a powerful trigger for B2B sales. After all, the perception that an offer may not be returned to the product mix when it runs out encourages quick decision-making. Therefore, highlighting that an innovative solution has limited availability , for example, can lead customers to act immediately to secure exclusive benefits.

4. Curiosity
Curiosity is inherent in any buyer. Therefore, stimulating it maintains their interest. By incorporating curiosity and sustaining it before and after the sale, you maintain the customer's attention throughout the negotiation.

One example of how to do this is to promote an innovative solution and introduce new features or products gradually , encouraging continued exploration of your entire industry mix.

5. Social proof
B2B customers are driven by tangible results. Therefore, using the mental trigger of social proof, tangible results, highlighting success stories, operational efficiency and cost reduction at the POS, is a solid strategy.

A simple way to do this is to present clear metrics and concrete examples of sales to other buyers during the negotiation. This strengthens persuasion by providing a solid basis for decision-making.

Mercos provides more than 50 indicators and reports to help you build social proof as sales triggers for your customers.
Mercos allows you to access sales indicators and various reports that show real results on performance. Use them to create strategic presentations for your clients!
6. Exclusivity
Exclusivity is attractive to any buyer. Therefore, in addition to highlighting that certain B2B solutions offer unique advantages tailored to the particular needs of the client's company, you can offer an exclusive discount , for example.

You can combine this sales trigger with the dissemination of your sales channels. Imagine offering a special discount to those who buy through your online store , for example? Or, using the Flex Balance to allow the external salesperson to negotiate something specific to your customer's needs — without compromising commercial policy?