How "Professional Sales" People Really Get Your Money...
Professional Sales is considered by many to be a sort of persuading "art".
They're wrong. Sales is a science, not an art. At the same time, Professional Sales like this isn't exactly rocket science. I think that a large element of sales is projecting fantasy. "How can I get a fantastic experience to occur in another person's head, before it's even happened? How about an experience that includes one of my products/services!"
Let's face it, people are predictable. You are, I am, everyone is. That's not altogether a bad thing though. It does mean that, as sales people we are able to judge fairly accurately what a person needs, and what would be good for them. Thus helping people to make good decisions is what we do.
So how do you predict someone? How do you know what they want and what's good for them? Why, you ask them of course. :)
Now, this is not all. You'll also have to listen!
Listen to what? Some tricks which are being used by sales representatives include:
They're watching your eyes to see which direction you're looking. They do this so they can tell if you're accessing images, emotions, and sounds or even making something up!
They're listening to the tone and speed of your voice. A good sales person (even hypnotists!) will be matching the pace at which you speak and breathe. They'll even go on to speak in a subtly, hypnotic, pace, adding rhythms, to their voice, so you become tired, and more flexible, because flexibility, is a good thing. ;)
They'll use hypnotic suggestions that you don't notice consciously, but your subconscious can sense. Things like "By now you've had some thoughts about how this car will look in your driveway as you drive it home tonight (By Now = Buy Now! Its a command! And obviously creating images within your mind of how the product will fit into your current situation)
They will notice the language you're using. i.e., I'm just looking (this person will be a visual thinker. Show them an image of what they're LOOKING for and they'll buy every time). I don't know what I want, I just feel a little overwhelmed right now. (This is an emotional thinker. Gold mine for finding hot buttons and showing them an exciting or pleasurable experience will surely lead to a sale.
They'll consider if you're heading toward something they want, or away from something they don't want, i.e. toward pleasure, or away from pain.
Sales people will employ many, many tricks and tips of manipulation and misdirection too. But that's not the scope of this article.
The reason why is because selling something to someone who does not need it, or want it is simply not useful to anyone. These people never last long in sales because their fellow sales reps will disown them, and so will their customers. They have to keep moving, like a criminal because that's essentially what they are.
One of the best ways to increase sales is to keep in touch with people. Finding the customers and making sales is what business is all about. Do you think sales is a "numbers game"? Partially, yes but with a bit of study, and practice, the odds can be tipped dramatically in your favour.
Sales is NOT an event you simply master, rather a process you can always get better at. Stay in touch with your customers and they'll thank you for your ongoing support and service. Ask them for more customers (often they'll just refer them to you without your having to ask), and they'll happily help you grow your business.)
Sales Is Just Great Service. Sales is a skill. Sales is Not for Wimps. Sales is a process. SALES IS A BATTLEFIELD. Sales is a contact sport. Sales is sales.
Have fun with it, learn a little every day, meet people and explore the minds of those you meet. Youll become an experience and well rounded individual with the flexibility to communicate, to mutual gain, with everyone you meet.
I love being a sales professional because the best part of a career in Sales is that it is undefined. One day I can be selling TV's, the next, mobile homes. It doesn't matter, I'm still using my skills with communication and meeting people from every walk of life.
I totally agree that sales is all about the relationship.
Sales is not about thoughts, but about feelings. So long as I feel good, and my customers feel good, I'll always win the deal.
Visit Professional Sales to find out how the professionals do it.
About the Author: Visit Professional Sales to find out how the professionals do it. Rusty Crayons is a professional Sales and marketing consultant in Melbourne Australia. His interests include writing about what he loves, spending time with his beautiful girlfriend and playing video games :) Favorite quote: Drawing on my fine command of the language, I said nothing. Robert Benchley Favorite Websites: http://www.professionalsales.com.au http://www.westyswriteup.com
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