Knowing The Psychological Triggers Behind The Selling Process
You have a great idea, you know that it’s a winner, it’s what everyone’s looking for, all that you need is someone to buy it, but you may have no idea how.
There’s no business, regardless if it’s big, small, or just starting out, that’s able to survive tomorrow without having any sales to generate revenue.
So what needs to be understood is the psychology that’s behind the selling process. It’s no longer about hard armed tactics or attempting to manipulate someone out of their savings.
Entry level sales happens to be an extremely easy job to get into, harder to succeed in, and is usually a gateway for many who are entering the work force and business world. It can also be an extremely daunting task for anyone, to sell something to someone, when choosing this career path.
If you happen to be an entrepreneur, and you’ve poured your heart, soul, and labor of love into your new start-up idea, what you need now is to somehow convince others, anyone, to buy into your idea as well.
However, the truth is that the majority of entrepreneurs have no idea, don’t know the first thing about sales, or how to manage an effective selling process, and get it up and running.
So what initially needs to be learned is what makes a sale function, the psychology behind the selling process. This becomes necessary since the majority of people think that selling is the attempt to manipulate someone by they talking them into their product.
Another belief is that they think they need to somehow intimidate or push someone into making a favorable buying decision. These tactics may of worked at one time in history, but today, that couldn’t be any further from the truth.
There are some important key points which anyone who wants or needs to sell can learn. The process involves what makes the end buyer tick, what the bare psychology of the selling process is.
Invisible Communication By Using Effective Body Language
Selling usually has little to do with what you say, but more of what your body language is saying. This is a well known fact in selling circles, yet not completely adopted by the majority of salespeople.
If what’s coming out of your mouth is “Buy this today!” but your tone of voice, or the positioning of your body is screaming, “Don’t buy it, don’t do it!” then you won’t most likely make the sale.
So play back your phone calls if you can, or record or videotape yourself when making a presentation or a sales pitch. Take notice of your posture and your pitch of voice, and then honestly ask yourself, “Would I myself even bother buying from this person?”
If the answer happens to be a resounding “No,” then you’ll need to adjust your presentation skills. Begin by becoming completely conscious of your body language, your gestures, and the tone of your voice, and then make these improvements and adjust on a daily basis.
Soon after, you should be able to see improvement and more awareness of how you project yourself, which includes your stance, eye movement and tonality, and then your sales should increase.
Buyers Buy Emotion Not You Your Product Or Service
What’s defined as emotion when it comes to the selling process is: feeling comfort or love, feeling a sense of superiority, security, excitement, and at times fear or scarcity.
So what you can do is position these feelings of emotion around what your product or solution offers. The key however is knowing what exact emotion that your customer is actually looking for. If you have no idea, then you won’t have a clue how you can sell to them.
One of the best ways to find out is by just asking the client what’s the most important issue to them is, or what it is that they need, then shut up and let them speak.
Once you determine what that is, then you can position your solution based around their needs by selling them the benefits, and not necessarily the features.
Their Emotional State Determines Their Buying Decisions
When was the last time you were rushed when shopping. That’s the state of mind when you’re wanting to buy something, but are in complete desperation mode, and may end up buying something you really don’t want.
This emotional state of mind, usually distracted, and the feeling it projects has little or nothing to do with what you bought or what you’re about to buy.
So what you need to do is pay close attention to what exact emotional state that your customer or clients are in, before you attempt to sell them anything.
Do you feel that they’re not paying attention to you, uninterested, or even depressed. If they are in an altered state of mind, they shouldn’t be in the position of making a purchasing decision in the first place.
So determine if they themselves are in a “shopping rush,” where they’re not paying attention to you, or have no idea what you’re selling them. The very last thing that you want is for your customer to feel buyer’s remorse, this since you’ve pressured them into buying something when they weren’t paying attention.
What you need to do is make sure that both you and your customer are in the proper state of mind for a potential transaction. Your customer will also pick up on your vibe, if you yourself happens to be in a poor state of mind when attempting to sell them something.