Psychology of sales

How they see you is how you sell

Monika Mucha   Sell it in English 4/2018 Tylko on-line
In 1999, Tanya Chartrand and John Bargh conducted experiments that provided the scientific basis for describing the ‘chameleon effect,’ a social influence tool. They studied imitation, which is a natural human behavior - in the first days of life, newborns begin to imitate those around them, and as adults we tend to like people who behave similarly to ourselves. Based on these observations, a sales technique called the ‘mirror technique’ was created. The technique is also reflected in NLP.

The 5 paradoxes of sales

The vast majority of sales and negotiation training materials encourage us to use proven, predicable client acquisition patterns. Needs testing, the language of benefits, attractive promotions, plans for dealing with objections, and proper product presentations are undisputed elements of every salesperson’s toolkit. When analysing research into client behavior, we encounter situations in which their behavior seems completely unreasonable. Sometimes lack of promotions, no language of benefits, or the risk of price hikes prove much more effective than the most sublime and persuasive sales techniques.

Who do we buy from and what are the characteristics of a successful salesman?

Karol Froń   Sell it in English 2/2018 Tylko on-line
The fact that not everyone is cut out to be a salesman, makes a lot of them unsuccessful, which leads to a negative ripple effect and a bad reputation of salesmen throughout the market. It is always easier to blame one’s lack of success on the clients, the products, the company or the industry, rather than admit that the effort was inadequate or insufficient. However, the market is filled with successful salesmen who get results, make big money and develop their skillset while doing it – they become more confident, more communicative, more responsible and they can negotiate better to achieve better sales goals.

From emotional intelligence to sales success

They used to say, ‘sell or die.’ Today we more often say, ‘make yourself stand out, then let the customer do the buying.’ This new direction in sales is both more optimistic and a little scary at the same time. While for years we have mainly studied‘hard’ techniques for making sales, we haven’t managed to develop soft skills to get to know both ourselves and the people we sell to. Emotional intelligence comes into play here.


Unexpected situations and how to gain a client from them

A lot of products and services are so similar to each other that it is difficult to stand out, purely based on what features you offer. You can compete in terms of prices, but sooner or later, it will lead to a price war, which can be pretty bad for business. That is why it is better to stand out with extraordinary customer service. Keep in mind that people usually buy with their heart not their head.