The psychology of selling is really the psychology of influence. And influence is simply a factor of communication.
There’s something peculiar about the title of this blog. Have you spotted it yet? If not all will be revealed in a few moments!
OK let’s cut to the chase. You have a product or service that you wish to sell – yes SELL – use the appropriate language. There’s a tendency to shy away from using the SELL word and rather more coyly labeling what we do as MARKETING.
Marketing is a process. Sending out a million Tweets to your random Twitter list may well come under the banner of marketing BUT it is infinitely more useful to actually make a SALE. A transaction where money changes hands- this is the action you need to be focusing on.
R + D + S = CLOSE
Don’t waste time broadcasting to the masses in the hope of catching the odd fish. If you sell Garden Gnomes – look for a database that comprises this demographic. Where do these folk hang out? What publications do they read? What forums do they congregate in?
(This Blog is not about marketing – so we’ll cut to the next stage – presenting and SELLING)
Confidence is often confused with arrogance. Don’t be timid. Arrogance comes from self-centred over compensation for a feeling of inferiority.
Confidence is a sense of self-assuredness. People respond/BUY from this type of energy. Think of dating. Self-confidence conveys a more attractive turn on than a furtive and nervous demeanour.
Your posture needs to be open with a faint air that your time is precious.
The best way to create rapport is to actually become FACINATED in another person. Not just interested. Try it – I promise it will completely change your interactions with others.
Why? Because few people other than therapists (!) make this level of effort – and guess what? You will be remembered as being thoroughly interesting. Aside: it’s a lot easier to BE fascinated than to fake it!
If you have something worth talking about/SELLING – then you need to have the posture to dictate the conditions of the presentation. If you believe that you’ll need 40 minutes in order to do a presentation tell them. Ensure that all decision makers are involved and take control of all distractions. TV turned off, kids out of the way etc
Relax – Disturb – Solution –CLOSE –
this is elaborated on in the short videos below
It can’t be that simple can it? Yes and No! I’m not purposely trying to mess with your mind but…it can take a fair bit of the 5 x P’s to pull it off.
Prior Preparation Prevents Poor Performance!
Become a master of influencing others/SELLING and you will never be unemployed or short of a dollar!
Back to the title of the blog?
Were you intrigued by the title? Did you dismissively become defensive? How To Close EVERY Sale – what nonsense……
Hint: All Sales are closed. It’s presentations that need closing. So there you have it - a few simple tips that will completely turn around your conversion ratios.
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