There are a couple of easy ways to include psychology in your day-to-day sales efforts:
- Typical persuasion tactics
- Gentle leadership to close the sale
There are literally thousands of ways you can include psychology in your day-to-day sales dealings, however, here we are going to touch on two typical ways – persuasion and sales-closing leadership.
- Questions to get the customer comfortable talking about what they need and the urgency behind it
- Sales closing can be as simple as asking “are you ready to move forward with buying today?”
Asking questions gets the customer comfortable with you and your rapport in the sales call. It familiarizes them with your communication style and you end up with a customer that is more comfortable asking questions of your product-range, and thus are more likely to end up with a sale (short or long term).
Ask questions designed to open up the customer’s opinions of the products, such as “would you like to look at product A or product B?” or “it seems you’re interested in our model (xyz), can I tell you a bit about that product?” if they are open to hearing more, then go into your sales pitch on how your product solves problems both short and long term. If the customer voices problems or concerns, deal with each one individually until they are ready to hear features and benefits of your product. Urgency questions can be as simple as “how quickly do you need this product?” Their answer will tell you if they plan on buying today or down the road.
If they are interested in buying today, then once you have outlined all of the features and benefits of the product they are interested in, it is as simple as asking “How would you like to pay for this today?”. When they produce a method of payment, then you can thank them for their purchase and send them on their way happily.
If you are interested in the topics presented in this post or any other posts you have seen on this website, feel free to email me your questions directly at alisonsilbert@gmail.com, and I will be happy to answer them for you.
Happy Marketing!
Alison Silbert.