What is Sales Psychology?
The last time you purchased a product or service, did you rationalize that purchase, or was it more of an emotional decision? You may be surprised to realize that the vast majority of people when making a purchase decision, buy on emotion and then later rationalize their decision with logic.
Knowing this and many other psychological reasons that sales work (and don’t work) will help you enjoy a long career as a very successful salesperson, no matter if what you’re selling is a physical product, an intangible product, or a service. There are so many aspects of the psychology of sales, that there are volumes upon volumes written on the subject.
It’s a great idea to study these tomes, but here, we’ll give a general overview of what sales psychology is. The first thing is to know your audience. Who are you selling to? What keeps them up at night, where does their pain lie, and how does what you offer help to alleviate that stress and pain?
Truly getting inside the mind of your customer and how they think will give you the key elements to a successful sales pitch when you do finally have their attention. The person you sell to needs to know that you understand what their problem or issue is. As human beings, we need to feel validated, understood, and cared for.
Addressing this in your sales copy, or your sales script will help it become much more effective, resulting in more conversions, and a distinct advantage over your competitors. Don’t be afraid to address your ideal client’s fears in a way that will wake them up!
Sometimes, your buyer will be more afraid of what they could possibly lose, than what they could gain. Use that tip to your advantage when talking to clients. Your customer’s perception is the key. How they view you – whether they trust you or view you with suspicion – will make or break your sale.
So don’t just try to act trustworthy…actually BE trustworthy. Don’t just try to act as if you care…you really do need to care. In our current societies, we are being sold to nearly every waking minute of the day.
By honing in on the major aspects of the psychology of sales, you’ll find that you are received more warmly, that you sell more of what you’re offering, and that you are more fulfilled while selling it!
7 Psychological Traits of Successful Salespeople
Whether you believe that great salespeople are born, or made, there are definitely certain personality traits that lend themselves well to being successful in sales. Here, we’ll examine seven of the most looked-for psychological traits of salespeople. Some of them will surprise you!
1. Discipline – It comes as no surprise that discipline is number one on the list. If you don’t have the self-discipline to make the sales calls and follow-up with prospects, you’re not going to make sales. Those with the greatest discipline usually also have an organized plan-of action when it comes to their sales systems, and they follow these systems religiously.
2.Empathy – Empathy is having a keen awareness of how other people feel or think, and this is one of the most valuable skills to hone as a salesperson. When you can truly put yourself in your prospects shoes, you can discover what motivates them, what their barriers will be, and it will help you close more sales than you can imagine.
3.Laziness – Surprised? Lazy people aren’t necessarily those who don’t like to work. Often, they are hyper-intelligent and insist on doing the least amount of work possible to achieve a specific goal. So they are creative about their work habits, and usually require very little supervision or maintenance.
4.Perseverance – Sales is a high-rejection playing field, and as a salesperson, you need to be able to stop yourself from taking any rejection personally. The best salespeople view rejection as a necessary evil to get to those people who do want to buy and are interested. It’s the classic “100 no’s to get to a yes”.
5.Charisma – Any sales person who is worth their salt will also be someone that is naturally fun to be around because they are accommodating, entertaining, humorous, and intelligent. Those with a positive attitude and outlook, who truly enjoy people will stand out in the selling crowd.
6.Tenacity – The “never give up, never give in” attitude is a necessity when you’re dealing with cold calling, sales calling, and the inevitable rejection. The ability to get back up and keep selling is what will spell your success.
7.Confidence – A natural salesperson will have confidence in himself, and will have done enough research on the product, service, and company that he’s selling that he’ll have infinite confidence in it, as well. This confidence will translate to trust when they get in front of their prospects.
Remember to check back soon for Issue 2 on this subject.