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  • Writer's pictureAnant Mishra

The Psychology of Master Selling

You know you have won when you can sell a prospect. But on the flip side of the coin, you also have to experience when you realize there is no hope for a specific opportunity. How does a salesman master the art of selling? The psychology behind selling is deeply rooted in all the sellers.

Well, there is psychology for effective selling. Although most sales associates do not know what they do to attract customers and what they do, they feel repellent.

Below are some of the psychological tips that work for the sellers-:

  • Pitching- one of the main reasons buyers and prospects don't give in to the pitching of the seller is because they feel their needs are not entirely understood. This is altogether a psychological trait. The way you behave around your buyer positively affects their behavior.

  • No pressure - pressure on prospects is a big no-no. In any situation, gaining the trust of your buyer is of utmost importance. Instead, you should try to persuade the opportunity to say yes.

  • It's about the customer - well, it certainly is about them and not about you. The prospects don't care about you. They don't care about your offers nor your selling. Their priority resides in themselves. They want the best of the lot. They must have a lot of questions to ask you. You should be able to answer them, or else you are in trouble.

Engage them in a conversation that interests them. Learn about their needs, wants, and desires.

  • Rejection is not wrong- many sales associates try to avoid a no in their lives. They feel it is best not to face any sort of denial. But honestly, hearing a no isn't that bad. According to a survey, 50% of prospects will say no to you.

  • Say it through- if there is one thing that should be kept in mind while selling, you should know where the discussion is headed. If you feel like the conversation is not going anywhere, you must have the guts to say otherwise.

  • Make a two-way dialogue- the psychology of selling tells us that if prospects are more engaged in a conversation, they feel more interested. So make sure you indulge in a two-way conversation.

  • The budget comes later- this is one of the most crucial elements in selling psychology. You should never start your conversation with price or talk about the store. This topic of discussion comes at the very end of the process. Once you have gone through the customers’ challenges and questions, it is then when you talk about the budget.

  • Treat them like a peer- make them comfortable around you. Also, they must feel you know something. Do not let them feel superior to you. Build an environment for a confident, assertive, and knowledgeable conversation.

  • Give them options - try to give your prospects different proportions of your sales. This is a massive opportunity since many sellers do not provide their buyers more than one chance.

  • Start with a less expensive, primary product. Once they have shown interest, show them the middle option and then the most expensive one. Try to solve the problems at hand.

Well, there is no hard and fast rule about the master of selling. Different sales associates have different approaches when it comes to their customers. Some work for them, some don't. The key is to practice. Make them comfortable around you, and try to solve their problems first hand.

Some of the main characteristics that a sales representative should have are-:

  • Empathy

  • Hunger to learn

  • Networking

  • Confidence

  • Resilience

  • Competitiveness

  • Listening ability

  • Passionate

  • Creative

  • Upbeat

  • Tech-savvy

  • Accountable

The most successful sales representatives think more than an average person. What makes them different. Well, they have ensured a way to deal with the clients, traits that guarantee success in selling. These traits can't be found. They have to be cultivated by practice, dedication, confidence, and a drive never to stop

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