The psychology of sales leans heavily on reciprocity and understanding the buyer. Treat the prospect or customer well, and you’ve increased your chances of getting the same when they’re ready to buy. These posts can help you.
by Ken Dooley
It’s possible to draw a career picture of what happens to many salespeople by looking at the Sales Career Cycle, which often takes on the form of a traditional bell curve.
While not the same for any two persons, the essential characteristics are there for most salespeople. It’s divided into three basic stages that are elastic in length, depending on the individual. You’ll be able to figure out why salespeople fail or succeed.
Customers often say one thing and mean something entirely different — and expect you to satisfy some unsaid need. Fortunately, you can read intent in body language. Here’s what to look for.
Often, gestures speak much louder than words. While it’s important to always listen closely to customers — and colleagues, for that matter — you should also pay attention to their actions and reactions, according to recent research.
Then, if something doesn’t seem on the up-and-up, ask more questions to clarify the person’s intent.
by Ken Dooley
There are seven words that strike fear into the heart of your salespeople.
They are: “I am happy with my present supplier.”
Some salespeople move on as soon as a prospect utters those words, accepting the idea that they can’t overcome a well-established relationship.
Relationships give competitors an unfair advantage. They simply provide competitors with far more access to prospects than other salespeople would have. From the outside, a well-established relationship can look invincible, but from the inside looking out, it may not look nearly as secure.
Here’s what prospects aren’t telling you:
by Ken Dooley
Salespeople who aren’t committed may not be able to get prospects and customers committed either. There are four basic commitments salespeople must make to be successful
Body language speaks louder than actual words. When you or colleagues meet with customers, what your body says may be hurting business.
The wrong hand gestures, stance and fidgets can kill credibility, create awkwardness and make customers suspicious. Meanwhile, making the right moves can create comfortable and productive meetings with customers, says business expert Laurie Hayes.
The biggest problem with certain body language: Customers interpret it differently than its meant to be. In fact, most of the time people don’t mean anything when they strike a pose or use a gesture, but it’s mistaken to have some kind of hidden meaning.
Some executive-level customers aim to intimidate customer service or sales professionals just to maintain an upper hand in business relationships. But you can get your point across and build credibility in those situations via three steps.
by Ken Dooley
Of all the possible sales mistakes one can make, two are more damaging than all others combined.
The first is assuming that prospects know about your company and its products.
The second is not having a value concept.
What the name of a business or product stands for is critical for separating it from the competition. Without that essential differentiation, prospects will seldom buy, particularly when they are satisfied with a present supplier.
Some salespeople think the way to displace a competitor is to talk about themselves. They forget that prospects are already satisfied with their present supplier.
The key is to determine what customers value most that they might not be getting from the current supplier.
by Ken Dooley
One characteristic of winners is they always look upon themselves as a do-it-yourself project.” Red Auerbach, the great coach of the Boston Celtics, was talking about athletes when he made that remark, but it has particular significance for salespeople.
Do-it-yourself salespeople refuse to accept the status quo, no matter how good their numbers look. When they reach one goal, they set a higher one. When they feel a slow down, they reinvigorate themselves by finding new leads.
by Ken Dooley
Have you ever watched a sporting event live or on television and seen the impact of confidence? A team of lower skill can defeat a team of greater skill if its confidence is significantly higher.
Confidence is even more critical in sales. The sales professionals who have the most confidence will often walk out the winners in a competitive bidding situation, even if their price is higher or their product is not superior.
The opposite is also true. They may have the best product in the world, but if they approach their prospects with low confidence, the sale may die.
Here are five of the most common emotions that guide prospects’ buying decisions, along with some creative ways for salespeople to tap into each one:
