The Psychology of Selling

Podcast , ,

e8-EbenPaganThe psychology of selling is a crucial element of marketing – and if you ignore it, you could be dramatically limiting your reach and stepping over thousands of dollars in sales. On today’s show, I talk with Eben Pagan, who has launched 10 different brands and businesses that have done over $1 million in sales (4 of them over $10 million in sales, in several different niches!) all while creating a lifestyle of travel that he and his family love. The most amazing part of his entrepreneurial success path is that he started his business alone in his bedroom with a computer, having never built a website, sold a product online, or set up a shopping cart – he launched his business completely from scratch!

He started with an ebook of dating advice, and grew his company to dozens of employees, and tens of millions in sales per year. When he was launching two new companies, he was already working 60-80 hours a week, and realized that he was going to have to create a new way to manage himself and his time, so he created a system that allowed him to do this successfully while taking even more time off. He not only doubled his productivity, but also lost 25 pounds – by accident – in the process, and now enjoys a higher income, more time off, and a life that really inspires him.

On this episode we discuss the difference between male and female psychology, how to think strategically when marketing to women versus men, and trends that Eben is seeing – totally juicy, right? Take a listen, and leave a review for the show if you like what you hear!

Key Topics from this Episode:

  • You have to accept your strengths and weaknesses – set your own goals, and do what you enjoy. Get help with the rest of it so you can focus on what you do best and create a business and lifestyle that you love!
  • Eben’s unique perspective on selling to women is rooted in feminine psychology – he originally “studied” the courting process and became an expert on dating, around which knowledge be built an entire business.
  • Women make or influence approximately 85% of all purchases – you can’t ignore their impact on the selling process.
  • According to Eben, men tend to be interested in hierarchy and status (who is the top dog?), and they also tend to be interested in analytically separating things into their separate parts. Women tend not to be as interested in the hierarchy and more interested in the connections and relationships between individuals – they also tend to be more about putting things together in a synthesis. (Listen to the episode to hear Eben delve deeper into the differences between male versus female mindset and how it should impact the approach of your marketing!)
  • Find out the importance of the phrasing behind “Getting women to say yes to themselves” – it’s a huge difference maker! (Hint: Women tend to focus more on the needs of others, and see the world in terms of relationships)
  • It is imperative that you help women find themselves and actualize the dormant potential inside of them – as individuals, they can help the community exponentially more.
  • Listen in as Lisa and Eben go over the specifics of how to adjust your day-to-day marketing to attract women buyers and increase your impact and contribution (Hint: Collaboration is key!), and what to absolutely NOT do!

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Grab the transcript for this episode here.