The Psychology of Sales – 4 Selling Tips

 

The psychology of sales plays a significant role in who wins and who is put out of business in the game of selling. On a macro level, one could say that whoever instills the most confidence in the buyer that they are receiving what they wanted as well as what they need (sometimes mutually exclusive) wins.

 

Below, you’ll find 4 tips to help you with the psychology of selling as well as increase your persuasiveness with clients:

 

1. Be Upbeat and Come Across as Confident – If you don’t come across as confident and passionate about your product or service, don’t expect the potential customer to. While selling is especially hard for those backing a business that is not yet a known brand in their industry, you’re going to make it a lot harder if you fail to give off the perception that you are bullish on your product / service.

 

Even though entrepreneurs as well as sales professionals have down days, remember that there is a light at the end of the tunnel and getting there begins with a positive, upbeat attitude.

 

2. Be Resilient – The important of resiliency is something that I’ve had to learn more than once as a business owner. While divisions like accounting have more modest mood swings attached to them compared to that of the sales aspect or division, don’t be jealous and understand that it is simply part of the landscape that comes with the territory.

 

If you are easily frazzled, you are going to lose future accounts over things that have happened in the past. Move on and know that tomorrow is another day.

 

3. Have an Informative, Unique Website – If you are dealing with a smart client who is going to spend a significant amount of money, they are going to be doing some back research on your firm. Now, if you’re a sales representative for a company that currently does not have a great site, consider the following:

 

a. Suggest a new website for your business as well as draw up an overall marketing plan that not only is formally written, but that makes sense as well. People are visual thinkers, let them see the idea before buying.

 

b. Be open about the website to clients. Tell them that your website isn’t as full as you would like it right now, but you are more than happy to provide any information that they may need. In their eyes, if you are not hiding things such as a deficient website, chances are you are a straight-shooter and, thus good to do business with.

 

4. Make It Easy for Potential Customers to Buy From You – As a business owner or sales professional, don’t have 50 different options, 20 different payment plans nor should you have a contract that is more than 1.5 pages (in most scenarios) that is written in pure “attorney jargon.”

 

Always remember that the more simple the agreement, the more odds that the potential customer is going to agree and, ultimately adhere to them. Psychologically speaking, customers become afraid of being ripped off and legally bound to it when they see a wordy, overly comprehensive contract.

 

In the End

 

Even though you have to have the product and service to back what you are saying, psychologically sales is a mind game that you must be able to win. Adhere to the above tips and one large aspect of successful selling will be ready in your arsenal.

 

Ken Sundheim is the CEO of KAS Placement a sales staffing, media and marketing recruiting firm helping companies recruit top talent throughout the U.S.

 

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