Psychology of sales

Regardless of where, what and to whom you sell, the psychology of the merchant in a butcher's shop, in fact, is no different from the thinking of a millionaire rotating oligarch. Of course, if the psychology of sales, used by both of them, is built competently. The essence - to sell. As much as possible, as much as possible.

The seller must be "own"

The only way to get money is to sell something. You can sell a car, a house, a product, a service, knowledge, it does not matter, in the world there are only sales money. Each of us, in spite of the profession, is a seller. We sell ourselves when writing a resume and waiting for a verdict - "will the employer buy your skills for the amount of wages?"

But the best, and the simplest example of the psychology of successful sales is the market. If you constantly make purchases in the market, over time you have more or less trusting relationships with some sellers: someone sympathizes with you, someone sympathizes with you. And soon, without noticing it, you stop paying attention to the counters of "foreign" sellers, instinctively heading for "your own". You do not even think about whether its price is lower or higher. He is his own man.

The first secret of the psychology of successful sales is to become "your" client.

In order to arrange it to yourself, you need to learn to observe. Remember stories about Sherlock Holmes: being an attentive observer, he could tell all about people without knowing anything.

Look for the gait, gestures, the look of the buyer. Pay attention to which shelf he is looking at, first of all. Does he admire the look of a man who is ready to buy everything at once, or he is choosy, wants to be persuaded.

A resolute buyer does not need to interfere with his proposals - he needs to give time for inspection, otherwise, on the contrary, one must offer three boxes to buy 150 g of biscuits from you.

Love your product

The second principle of effective sales psychology is sincerity. You must fall in love with your work and in your goods, only then you can sincerely tell the client about his dignity.

How to love your goods? There is nothing easier. Take advantage of the skills of auto-suggestion, learn to see positive things, and forget about negative ones. Look at the car you sell: convince yourself that there is nothing more beautiful in the world, it is perfect and divine, to ride it is an inaccessible dream of every mortal.

Know your product

Sale and purchase can not do without talking. The buyer wants to know what he pays for money , and the seller is obliged to provide him with information.

The psychology of communication in sales begins with the most elementary "failure" of the seller: the buyer asks the shelf life of the sausage, and the seller begins to search the box first, then packing, and does not find the date, justifying himself with the words: "Probably forgot to put the date". Do you really think that after such an answer and behavior you will buy it?

The seller is obliged (if he is a real seller) to know the composition, the dates of manufacture, the taste qualities (soft, crisp, sweet, salted, filled with nuts), etc. If the buyer's stupid question: "What's the taste of this cookie?" The seller answers "Buy and try," which means that you have definitely lost one buyer forever.

Charm

I want to buy a person who is personally sympathetic to you. A real salesperson must be able to forget about his problems, worries, mood , and put on his workplace his best uniform - a smile.

When you sell something, the whole world must cease to exist. Telephone conversations, drinking and lunch at the workplace are unacceptable, simply because the client, seeing that you do not care for him, will simply go and buy what he needs elsewhere.

Be sincerely glad to everyone, even the smallest buyer, and tomorrow from the profit equal to pennies, your small buyer will bring you millions.