Psychology Of The Sales Professional
"Salespeople have to be the ultimate people-pushers, experts at reading and reacting to customers' emotional needs and providing solutions."
Do you ever wonder why we always seem to need more money? Why our cars break down so often? Why some people struggle for so long just to find a decent job? The book "Nudge" by Nobel Prize winner Richard Thaler offers some interesting insights. The book explains that people don't always act in their best interest and that sometimes we need nudge to make the right decisions. And the book suggests that we can get a better deal by providing information, giving people the chance to make mistakes and rewarding them for good choices.
The idea behind this approach is called nudging: small changes in the environment, which can influence our behaviour without us realizing it. We are subject to the forces of inertia that makes us stick to our old habits and does not allow us to challenge them. We are also subject to the status quo effect, which means that we'd rather keep what we have than change or try something new.
The sales professional is a master of nudging. And it's not a bad thing: when we push somebody in the right direction, we usually get a reward and move forward ourselves. So, here's some advice from the professional.
1. If you want to be successful in sales, then you have to be a people-pusher. The best ones are able to persuade even the most reluctant customers and clients to buy something from them and do what they need. They know that their own needs are secondary and that their customers' needs come first, no matter how strange their demands may be.
2. At times, you'll need to be the ultimate negotiator. You'll have to make the client realize what a great deal he is getting from you, convince him that his current offer is not that great and that there are better deals out there. And if you do all this, it doesn't mean you shouldn't take the best deal. It only means that you need to use your skills in a way that maximizes both parties' benefits.
3. To be a master at sales, you have to be an expert on your customer's needs. It means that you should know what the client wants, why he wants it and how you can help him. You should know the customer's history and ask him questions to assess whether his needs are being met by the company and if they would be met in a different way. As well as asking questions, a good salesperson will listen carefully to your customer to understand his needs and make him feel heard.
4. If a person is unfulfilled, it means that you can persuade him to change. And you can do this by being aware of his needs and his motivations. As a salesperson, you are able to show your customers the value of your product or service, highlight their problems and offer the solution that would meet their needs.
Thus, we should focus on helping others make good decisions. And if we do so, our lives will be easier and more prosperous too.
What do you think? What tricks does a professional have up his sleeve to persuade somebody to buy stuff? Please let me know in the comments section below.
See more on: sales strategies, sales skills, sales training tips, sales strategies training courses, s.i.t., sales coaching, selling strategies courses UK. Get info on Sales Coaching Training and Certification Plans in UK.
AUTHOR'S WEBSITE: http://www.katinkanburrell.com/
EMAIL: info@katinkanburrell.com
BOOKS: "Nudge", "The Power of Nudge" and "Nudge: Improving Decisions in Health, Wealth and Happiness"
Last updated on August 8, 2013 by Katinka Burrell.
Scripting News is a blog about Excel / Access scripting and other Office-related topics. Here you can read news about Excel / Access scripting, VBA books, Office tutorials, tips and tricks on how to improve your Excel skills.
Here you'll also find links to free Excel tutorials and free Access tutorials .
Blog Open
Blog Closed
Many thanks to: for pointing out the mistake in the code, for help with English and proofreading.
Do you have a blog about Excel / Access coding? Please drop me a line so I can link to it. Also, please use the contact form or comment this blog .
Affiliate links:
Amazon.com Widgets
Amazon.com Widgets
Google Search Box - Custom Search
Custom Search RSS Feeds - Custom Search
About the author: Katinka Burrell says that she is a born and raised in Denmark, that she has been married for more than 25 years and has two lovely children and two dogs. She says that she works as an office manager and as a freelance writer and blogger.
Conclusion
In this article, we have discussed why salespeople need to be nudge experts. Here's how you can use these techniques to get the best possible deal for your company. Moreover, if you are a sales manager and you want your team to use these techniques, then you should make sure that they are being trained on these techniques too.
If you want to learn more about sales and become a master at it, then take a look at the articles in my portfolio .