Analysis of sales techniques from the perspective of psychology in MIPYMES (MSMEs)

Abstract

The study analyzes how MSMEs can improve their business strategies using psychological principles such as scarcity, urgency, personalization, and the anchoring effect. These principles help understand and predict consumer behaviors, allowing sales strategies to be adapted more effectively. Additionally, the document highlights the importance of segmenting the market and building long-term relationships with customers to increase loyalty and satisfaction. In terms of customer satisfaction, the importance of exceeding customer expectations and ensuring fair and equitable treatment is highlighted. Strategies such as creating memorable experiences, implementing loyalty programs, and using customer feedback are key to improving satisfaction. Professional development and training are essential for the growth of MSMEs. Continuous training in soft skills such as emotional intelligence and effective communication improves employee performance and job satisfaction. Social learning theory and the 70-20- 10 model are proposed as effective approaches to competency development. Finally, the integration of psychology in business management contributes to organizational knowledge, promoting innovation and transformational leadership. MSMEs that apply these psychological principles can improve their performance and achieve sustainable success. The study concludes with recommendations to develop internal training programs, build trust with customers, and conduct regular market research to adapt sales strategies.