Psychology and Persuasion
Overcoming Sales Objections -- How to Master the Art of Selling Anything

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.

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':

1.  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.

2. 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

3. Provide him/her with a  solution to that emotion. Here you showcase your product as the perfect solution.

4. 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.

5. 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.

6. 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.

7. 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.

    

Recommended Persuasive Selling  Resources: