The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com


When you approach every sales situation as a friend, an advisor, and a teacher, you will


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The Psychology of Selling Increase Your Sales Faster and Easier Than You Ever Thought Possible ( PDFDrive )

When you approach every sales situation as a friend, an advisor, and a teacher, you will
dramatically lower the stress involved in competitive selling.
Pause and Listen
The sale takes place with the words, but the buying takes place in the silence.
Many salespeople speak too loudly and too fast because they are nervous. They
are uncomfortable with silence. They feel that they have to fill every single
moment with some wise comment or observation on their product or service. But
this is not the case.
When you are asking questions and advising the prospect regarding your
product or service, be sure to allow moments of silence in the conversation.
Allow the customer to reflect on and digest what you are saying. Don’t rush. Be
calm and relaxed. Allow the sales process to unfold at its own speed, without
pressure or urgency. This creates the very best mental state for the customer to
make a buying decision.
Present Your Idea As an Improvement
People are funny in some respects. They want things to get better, and yet to
stay the same. This is especially true in selling and in buying a new product.
Very few people want something completely new. Somehow, if it is brand-new
and untried or untested in the market, it is too risky. It might not work. You
might lose your money. This is why most customers are defined as “late
adaptors.” They wait until the product has proven itself before they start to buy
it.
The way to deal with this natural resistance when you are selling a new
product is to describe it more as an “improvement” than as something new or
different. Explain new features as advancements in the technology, as forward
steps, as developments that your company has added to make it even better and


more useful for your customer than before.
Tell the Truth
Customers want the simple truth about a product or service. They want honest
information about how it can help them improve their lives and businesses. At
the same time, they resist and resent any kind of high pressure. The more you
relax and focus on the needs of the customer and helping him to satisfy those
needs, the more relaxed both of you will be. The more you concentrate on
explaining the simple truth about what your product can do for the customer, the
easier it will be for the customer to buy.
Customers are seeking honest advice to help them do their jobs more
efficiently or live their lives better. The more you focus on how you can help
your customer, the easier it is for you to sell and for the customer to buy.

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