Psychology plays an incredibly important part in the sales and negotiation process. A skilled salesperson will employ strategies and psychological tricks to their advantage to win the battle and increase prospects of closing the sale.
Professional sales psychology training companies like Inner Leader can help sales managers and sales personnel to recognize and master the mind tricks and psychological tricks used in sales meetings. This course on the Psychology of Negotiation is a useful and thorough training program that teaches participants the four common styles of negotiation, as well as how to react effectively to tricks used in negotiation and how to stay clear of manipulative tactics used by the opposing party.
Armed with the information and strategies that this course offers those who sells will have an understanding of the negotiation games that people engage in and be able to beat them.
In the absence of realizing it the customers’ judgments and choices can be affected by a salesperson who is aware of the psychological buttons they should press. In order to give you an edge over your competitors and assist you in improving your sales techniques and make more sales Here we share five easy secrets to sales psychology.
You only have seven seconds to create the best impression.
Studies have shown that people make snap judgments – either way – about the character of a person and their trustworthiness within a matter of seven seconds after having them meet in the very first instance.
Once a decision is made, it’s impossible to alter an individual’s initial impression of you, therefore, for a salesperson to give potential customers the most positive first impression is essential to conduct an effective business relationship with them.
At a minimum, you must dress in a smart manner and smile. Offer your hand to greet others with a smile, and convey an impression of honesty, warmth and friendly.
People naturally seek connections and the same ground.
In any setting or when being introduced to people for the first time, it is our nature to look for things that connect us to one another or to the world around us. Find common ground or interests can break the ice and create feelings of security and confidence. Salespeople must be making an effort to find connections that can be utilized to build an rapport with a prospective client, as human nature also suggests that we prefer to purchase from a person with whom we have a connection or a bond rather than from a stranger.
The emotions overrule logic
The majority of purchasing decisions are driven by desires and emotional needs rather than logical motives and this is a psychological characteristic that is widely understood and used by the advertising industry. Attracting customers’ emotions like the fear (‘if you don’t act now, you’ll regret it and lose money’), that decision’), pride (‘our product will place you far ahead of your competition’) or greed (‘buy one, get two for free’) is a powerful selling strategy.
Be confident in yourself and your product, and the customer will.
Confidence is the most important factor when it comes to selling, and it is crucial for salespeople to display both confidence in themselves as well as complete belief of the service or product they’re selling. Confidence is an innately attractive quality, and the ability to present your message without stumbles over words or hesitation while displaying an underlying enthusiasm for the product or service is an essential element of selling success.
Be a potential customer
The best method to outwit your customer’s mind and win in sales is to learn the most information concerning them and their wants and motivations, as well as the thought process that guides their buying choices as you can. Based on this knowledge, put yourself in the shoes of your potential customer and imagine how they would respond to a sales message. Assuming their mindset think about what kind of concerns, objections or concerns you could raise in the case of a customer. Think about how they would connect your product to their needs in business and their overall goals. This way, you’ll be in a position to anticipate and overcome any potential obstacles to selling when they occur.
The use of psychological methods in negotiation and sales is a fascinating and varied subject, and the information and strategies they provide can prove useful for salespeople.
