Develop a deep understanding of buyer mindset & apply sales techniques that;
use sales psychology to uncover the true needs of the customer.
- learning, growing, and acquiring new client engagement skills, branding/brand reputation, & sales techniques.
Mastering the psychology of sales requires thinking beyond typical sales techniques; stop the standard “pitch” and focus on listening and understand the true needs of the customer. Become a partner to and understand stand the true motivators, influencers, business concerns, & unique needs of each customer. The ultimate of all “sales techniques” moves beyond sales into a consultative partnership.
Let’s look at some real world & actionable, psychology based, sales techniques that will help create consultative client relationships, deepen your understanding of the customers business needs, motivating factors behind the need, & influencers.
- Look customers in the eyes, when speaking. Avoid being distracted and focus on you customer. Making and keeping eye contact shows that you have nothing to hide and that your intentions are honorable. It will show your prospect that you’re interested in them and what they have to say, as well. It also shows your confidence in what you’re offering. Be especially conscious of this in pricing.
- Sit while discussing price, Even if you need to stand to present and discuss your product, service, or proposal, make it a point to sit down when negotiating or talking price. And it’s okay for your prospect to stand up while you stay seated. This will enable them to feel more in control of the situation. Once you’ve decided to sit down, stay there. Getting back up is a signal to your prospect of your lack of confidence and may cause the customer to look for lower prices or lose confidence and say no.
- Speak clearly, with matching body language. You want your actions to match your words, and both should exude confidence.
- Follow up in writing, always. Your prospect expects to see a paper proposal or contract, and they expect to sign one if they decide to do business with you. Not having one is a signal to them that you are unprofessional, and/or inexperienced. Write into the contract anything that isn’t already in it, and make sure the contract sets out exactly what the buyer will receive from you, whether it is a product or a service.
- Carry a pen; in fact, carry two in case one runs out of ink. There’s nothing that will end a deal quicker than having to pause find something to write with when the buyer is ready and willing to sign. Never give your prospect more time to change their mind, and for this reason, carry two pens with you at all times. You can’t get that contract signed if there’s nothing to sign it with.
- Remain confident and positive at all times. Your belief in your product, service, or idea should be all you need to keep you in the right frame of mind to make the sale. Keep a positive outlook, positive thoughts in your head, and believe in yourself and message. Tip: SMILE. Your smile says so much to your prospect. It says I love what I’m doing! I like you and find you interesting! You’re worth my time! I am confident that you’re going to love what I have to offer! Try it yourself:
- Smile at everyone you meet next week and watch the reactions you get. It will change the way people react & interact with you, for the better?
- Use humor whenever it’s appropriate. Laughing is a great icebreaker, and it can really help the sales situation feel more lighthearted instead of feeling so serious. It will help relax your prospect and allow them to see you as a genuine person, and not just a sales professional. Your close will come much easier if you can get your prospect to laugh.
- Timely contact & communication. You lose a little bit of traction and perceived integrity each time you leave your potential client waiting, so try not to let it happen. It can drag out negotiations or annoy your potential buyer and end them.
- Charming and Professional. Treat them with the same respect and affection as you’d treat someone in your extended family. Your charm can be the hook that reels them in, so show genuine concern for your customers, and make yourself and your deal irresistible.
- Know your prospects’ business and challenges. If you aren’t sure, ask. Get a firm grasp of what they need and why; by asking questions. The closer your partnership is, the better you understand their business, help define requirements, and deliver a better solution.
- Be yourself, be real, not an unknown/unheard “sales bot”. Talk a bit about yourself, share professional + relevant personal information to establish trust and relationships. Connect in a “real-life” way and will show them that you, too, are as human and vulnerable as they are. Creating real connections will go a long way towards fostering a trusting relationship which will lead to more sales.
- Practice listening more than you speak. Once you’ve gained the information you need from your prospect by asking questions, stop and listen to them. Most people feel a deep psychological need to be heard, and you can take advantage of that part of human nature by simply listening prospect has to say. By listening closely, you may find additional ways in which your product or service can help them, and you can then point out the additional benefits to buying.
- Close Sales in Person, when at all possible, sales should be closed in person. Unless distance is an issue, always try to be physically present when creating the relationships that will end up in sales. Email and phone calls are a great manner in which to follow up with potential clients, but they should not be your first line of communication with new prospects.
- Make your offer, then be silent. Whether you’re in person, or on the phone, state what your offer is confidently, and then say no more. There’s a saying in sales: “The first one to speak loses”, meaning that once you’ve presented your offer, you need to simply be silent and wait for the prospect to speak up. They’ll either buy, or they’ll negotiate, but if you speak after you make your offer, you’ll likely lose the sale.
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