THE PSYCHOLOGY OF SELLING by Manoo Pillay
("Remember that time is Money - Benjamin Franklin")
Remember the last time you walked into a customer’s office, presented your offerings, and walked out with the order. Those times have surely changed.
A key question that should be on the lips of every sales executive and professional should be, "what must we do, to stand out in the market place"?
The Sales Psychology
There is no doubt; 'selling is a Psychology’. Understanding your customers ‘hot buying buttons’, connecting triggers, or even how to overcome rejection and disappointment. Comes down to how we communicate, build relationships and represent our ‘Personal brand'.
SALE CHALLENGES
- Suppose a customer tells you ‘Not now’, does this mean ‘No’?
- How do Sales staff know when they are overselling? In the majority of instance the deal is almost sealed, but the Sales person keeps rambling on...
- How about Attitude: does your Attitude match your confidence.
- How do you react when a deal falls through? This rejection and disappointment could stop you from trying to canvas business - from the same customer - the second time around?
SALES PSYCHOLOGY TIPS
- Don’t get disappointed when a customer doesn’t hand you the order the first time. A ‘Not Now’, is not a ‘No’. Don’t let a ‘Not now’ customer stop you from contacting them - later.(I heard of a Sales crew member who visited a ‘not now’ customer - on the second time, and was handed the order. Apologetically the customer told him that he had a family matter that needed his urgent attention - during his first visit)
- A ‘No’ customer does not mean, I don’t need your product – period: Learning to overcome Objection and Disappointment is a major part of a Sales professionals daily life. In fact it is a major part of growing up and maturing. Get used to this early - by arming yourself with a 'power response like' - "I strongly believe that my product will suite your requirements, because...".(A small change in ability will make an enormous difference in results)
- MINDSET – why do some Sales professionals do well in a bad economy, even though their product is highly competitive? when on the other hand, others ‘do badly’ in a good economy, with a unique product? Makes you think, doesn’t it:(It’s all in their 'Mindset'. If you don’t believe in yourself and your product or service - why would others?)
- ATTITUDE - Have you checked your Attitude lately? Having a Positive attitude accounts for 85% of making a Sale? Having the right Attitude will certainly make you win with people, gain their trust and walk away with the deal.
There you have it. These Sales Psychology tips comes from our latest One day extensive Sales workshop: Sales and Customer service http://masterspeaking.com.au/customer-services.html. (‘Selling above the Competition’).
Want to see 'extraordinary' results from your Sales team, we can review your current 'Sales approach' - provide a complete assessment of how, we can develop you or your staff for peak 'sales conversions' and for 'ultimate success'.
Our program is proven, and is currently being used by a number of Organisations - who are seeing significant improvements in their Sales results .
A key feature included in this workshop is: PRESENTATIONS THAT WIN - EMARKETING - USING SOCIAL MEDIA TO GENERATE SALES LEADS, CUSTOMERS AND PROFITS!
'INVEST IN YOUR ORGANISATION, BY INVESTING IN YOUR PEOPLE’