Overcoming Sales Objection
Using Psychology and Persuasion in
Sales...
So you want to make the sale? You
want to make your customers pull out their money or cards and buy. Yes
you want to make the sale and close the sale. And of course feel the
money in your own pocket.
Yes feel the euphoria of
accomplishment on the completion of a successful sale but more
importantly feel the satisfaction of a soaring bank balance. And even
better feel the power of being able to create money on demand, simply
using your own innate selling skills and instincts. In addition
feel the euphoric reward of having helped your customer attain their
desires. That is why you have to master the art of selling.
How to Master the art of selling: Learn to overcome sales
objections using the psychology and persuasion tactics in the selling
process -- It 's the art of 'Selling
without Selling' Because:
The First Principle in Overcoming Sales
Objections:
All sales are triggered by
an inner emotional need in your customer.
Second Principle in Overcoming Sales
Objections:
Your customer does not feel
good buying things... They do not want to be sold.
Using the elements of Persuasion in the
selling process -- Persuasive Selling
So Your job as a successful
sales person is to satisfy the customer, use the concept of 'Selling
without Selling':
-
Identify the core emotion that
will bring the customer to you.
The core emotions / elements of persuasion that bring customers to the
market place are -- The customer wants to:
-
Win the admiration / respect / envy of
their friends and peers - The customer wants to show off.
-
Get more class or prestige.
-
Feel important.
-
Project a better, richer self
image.
-
Need to make life quicker, simpler,
easier, faster, richer, better, healthier, happier.
-
Satisfy a real or imagined need.
-
Enjoy life or have fun.
-
Grab your customers attention based on
that emotion. This is where you advertise with the right copywriting
tactics or advertising tactics using the elements of psychology and
persuasion
-
Provide him/her with a solution
to that emotion. Here you showcase your product as the perfect solution.
-
Make your customer see the need for
your products... yes often the customer may himself not be very clear
about his own inner feelings and needs. As a sales person your job is to
make them see the need. Visualize.
-
Make them feel the satisfaction of the
need fulfilled. This is where you may do a demonstration, give them
a test drive or take them to the try room. Here you might show them
testimonials from highly satisfied customers too.
-
Remove all possible objections your
customer might have to buying from you. To do this you have to imagine
yourself in your customer's shoes... What possible objections will you
have to buying your own product. Find all loopholes and be able to answer/
satisfy them upfront.
-
Develop a rapport so strong that your
customer feels you are their best and most sincere friend and will
happily buy from you. They feel obliged to buy from you. They want
to buy from you again and again. How do you do this...
-
You do this by telling them of
possible problems they might experience with a certain product,
-
Showing them a better option,
-
Telling them of how to maximize
their use of this product.
-
Be ready to show them as many
different try on's as possible... Don't make them feel guilty for trying
on several different options.. such as shoes/ clothes etc and making
more work for you. This way you show them you are happy to serve them.
-
Give them your sincere professional
opinions of what looks good on them etc.
-
Once they have made their initial
selection , you can try up-selling by showing them accessories that will
go with the original purchase.
More Articles Psychology and Persuasion in Sales:
Psychology and persuasion in online sales - website
marketing and advertising
Articles:
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Rauf Articles at
http://www.snzeport.com
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