Psychology of sales: 7 secrets of affecting the client

All of us are sellers as every day we sell our skills, experience and ideas. And the most important moment here in is an ability to present ourselves correctly, find common ground with other people and be able to persuade. But all can influence the surrounding, but only those, who knows psychology of communication and sales and possesses them perfectly. Let’s speak here below about what a good seller should know in order to influence the clients. 

Trust

Trust is a key to all relations. It is not important whether these are sales or not. In sales it is also important, however, as in other relations. But it is also much more difficult to do it then in friendship or mutual sympathy. 

The only way to conquer the trust of a person is to show that he is really interesting for you. Not simply to show it, but it should be true in the reality. That differentiates a good seller from a cheater- he likes his job and is really interested in other people, in their demands, interests and desires. It becomes much easier to strike the right note, so, consequently, it is much easier to establish trusty relations, which are strong guarantee of further sales. A seller is happy, a client is happy, everyone benefits.   

How to achieve it?

Show sincere interest to a customer 

Learn what he likes, starting from banal “tea or coffee”, ask him about his activity, hobby, habits, etc. That would show that you are attentive to his wishes and to him as to a personality. He would then feel himself more comfortable with you and would be ready to listen to your offer and to all which you would like to tell him.

Listen to an interlocutor 

Frequent mistake of sellers is that, having come to a meeting, the only thing they think about is how to settle a deal. This thought fully possesses them and they are not able to think about anything else. They do not hear a client, do not perceive what he says, do not understand what is going on around them and they do not feel the situation. 

Experienced sellers know that a sale is not the priority. What is the most important is to establish contact and show that you are not indifferent to a client? So, a simple conversation with a cup of tea could be much more useful than hard attempts of sellers to conclude a contract. A client is your goal number one. His comfort is your priority. 

Learn how to have a sense of character 

Here in all is simple- the better you know human being’s character, differentiate types of people and feel their mood, emotions, recognize patterns of their behavior and predict their further actions, the better interlocutor, negotiator or a seller you would be.  

There is a theory, according to which everyone, you are communicating with, expresses those features, which we theoretically project onto him. For example, anger, nervousness’, rudeness, or, vice versa, positiveness, kindness, sincerity. That is one of those rules, which is less likely to be proved scientifically (even though some sources assure that it is proved), but, as a famous among people Murthy’s law, works quite often. That is why it is in our interests to think about people in a good way and give them positive features.  

Also do not forget that people with different tempers require different approaches. It is less likely that you would communicate with melancholic in the same manner as with a person, who is full of energy.

Try to persuade a client, not to fast talk 

That is easy and clear as double clock, but, though, not everybody follows this rule. And instead of develop conversation correctly in the relevant for your direction and persuade the client step by step, a lot of sellers start fast talking. Meanwhile they absolutely do not understand that in this way they would do worse. Even in case persuasions would lead to a sale not immediately, but fast talk works. Nobody likes to be fast talked. And even though he is inclined or pressed to do something, then the person would be angry at himself, that he swallowed someone’s bait, and later on he would certainly not buy anything from you.  

Be able to persuade also means to be a good listener. That is why during your conversations with a client, put yourself in his shoes in order to understand better what he wants. 

Take care of the client and do not forget about him  

The best analogy, which could be given here is an analogy with a tree and a fruit. Imagine that you need ripe rich apple, or, let’s say pears or plums, whatever you need. What will you do in order to get them? It is likely, what if you at least a little bit understand how to grow plants, your algorithm of actions will be the following: you would plant a tree, take care of it and only the time comes so that you get the fruit. 

With small changes the same could be implemented to sales. A deal is your fruit, a client is your tree. You should not forget about it even though the fruit has not become ripe. Vice versa, in order to grow them you need to take care of them and have a close look at the tree. In our case it is a client. 

What is meant? For example, start a contact with a person not only for business issues, but also because of some holiday or event. Congratulate a person and ask how is he, what is new in his life, share with him some of your story. All is simple and from all of your heart. Do not hint at any working issues. You call not for work, but to keep in touch.

Care is evaluated by all, and it does not depend whether it is your friend, close relative or even a client. Besides, if you could establish strong relations with a person, then you would able to become comrades or, at least, good acquaintances.

Bring up charisma in yourself 

Personnel attractiveness is one more distinguishing instrument, which would play a big role in the person of any person, especially a seller. Other people are always attracted by the person, who send optimism and energy, who is sure about his forces and is able to win someone’s favor. That is not an expensive suit or watches, which everyone, who does not have any problems with finances, could buy. Charisma could not be bought for money. But if you could work it out, then it would be much more valuable then aby other external attribute, both for you and for your surroundings.  

Learn how to conduct business conversations

Here we also come back to our fruit garden and sequence of actions while its growing and harvest collecting. Business conversation is also divided into several stages- trust formation, its strengthening and work with hesitations and objections, conclusion of the deal. It happens seldom that you come and conclude a contract immediately. And you do not need to strive for it. Tune yourself for a long work, then the fruit will be tastier, and the garden would be growing longer. Sometimes early harvest happens, sometimes time of harvest collection is postponed, that is more likely exclusion from the rule. And, of course, knowing these stages of work is not enough, you need to learn and store experience in order to act professionally at each of them.