Psychology at the service of your sales
We hear so much about the famous soft skills, but what are they really for?
In addition to our technical skills, we can use our emotional and human skills in doing our job. Courage, perseverance, resilience, and kindness are some of these examples.
It's up to you to find your strength!
Today we decided to talk here about empathy and business. And yes, these 2 topics are compatible and can even help you accelerate your growth as a professional.
Empathy, more than a buzzword, is above all the ability to understand and feel the emotions of others, that is, the ability to put ourselves in the other person's shoes.
And when we talk about the commercial area, this can become a very powerful tool for a salesperson!
"Listening" and "Adaptation," are the key words that any salesperson will tell you to keep in mind if you want to succeed in this area.
Focus on positive psychology to sell
Psychology is a true science. Researchers study the human being, his reactions and emotions, with the goal of better understanding him in order to find solutions that improve the interaction between people.
And in business, the logic is the same. It's not about selling, it's about finding the right solution for the right customer.
Here are 3 actions to sell smart:
- Create interaction
Instead of trying to close a deal right away, you should first build a relationship with your potential customer. Take an interest in him, in his life, in his passions, in his needs. The stronger the connection, the more your prospect will be your best source of information.
- Establish a climate of trust
It is this connection that will create a feeling of trust. Trust is the key to a successful sale. And, as in life, trust is earned.
Problem: We don't have all the time in the world to build this trust! Solution: Follow the rest of our tips.
- Be a good listener
Empathy begins with active listening. When a customer speaks, it is important to give them your full attention and try to understand their needs, wants, and concerns. It is no accident that we have two ears and one mouth! By asking relevant questions and listening carefully to the answers, you show the customer that you care and understand their needs and are therefore ready to offer a customized and adjusted solution.
Put yourself in your client's shoes
The concept of positive psychology gives us an insight into how people will react to a certain action. And of course, every human being is different and therefore acts in his or her own way. However, there are thought patterns that can help and guide us to better understand who we have in front of us. To identify them, you can use various methods, such as the DISC model or NLP, for example.
DISC Model
The DISC model is an effective tool for better understanding your customers' behavior and personality. This method allows you to classify individuals into four personality types. By knowing your customers' personalities, you can adapt your communication and sales approach to better meet their needs and thus build customer loyalty.
NLP
NLP (Neuro-Linguistic Programming) is a method of personal development and communication that is very useful in the field of sales. This method is based on observation and behavioral analysis to improve interpersonal relationships. More precisely, it allows you to better understand your customers' needs and motivations in order to better "convince" them without having to convince them. Using NLP, you can adapt your language and non-verbal communication to create a greater connection with your customers and thus offer them a more satisfying and personalized sales experience.
The RAPPORT technique
The RAPPORT technique is a perfect blend of NLP, positive communication, and empathy, designed to accelerate growth and sales.
As the famous International Coach Anthony Robbins once said, "RAPPORT is the ability to enter someone's world, to make them feel that you understand them and that you have a strong bond in common. It is the ability to totally change from your map of the world to their map of the world."
We can take from this approach some of the teachings, such as:
- Be positive: because, as the saying goes, "Positive attracts positive".
- Be optimistic and put a smile on your customers' faces.
- Look for common ground/subjects.
- Be patient.
Be the mirror of your interlocutor
You can also use the Mirror Effect technique. A true sales technique that consists in quickly analyzing the behavior of the person you are talking to, in order to imitate him/her. In other words, imitate the gestures of the person you are talking to, without him/her noticing, and by doing so you unconsciously make him/her identify with you, and the other person feels more comfortable with you, and will therefore be more willing to listen to you.
All these techniques we have talked about can be learned by you and will definitely help you to better understand and create a greater connection with people and consequently improve your sales performance! And that is why it is essential to prepare for your meetings with customers or potential customers: learn about them and anticipate their reactions.
Here are a number of lessons and tools that you can use to increase your sales and grow your business.
The decision is yours!
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