The psychology of sales successArticle added by Dennis Postema on December 4, 2013
Ranked: #52 (1,016 pts)
Sometimes, knowledge and integrity alone are not enough to succeed as an agent. When it comes to building your business and increasing sales, there are a few important psychological qualities that every advisor should work toward strengthening:
People rarely follow those that don’t exhibit some degree of confidence. After all, if you don’t believe in yourself and your abilities, why should anyone else? This is especially true in the world of sales. Without confidence in yourself as a salesperson, you are likely to fail.
But, how do you show your customers an air of confidence without being cocky?
Body language is a good place to start. If you aren’t seeing the results you expect, there is a very good chance your body language is conveying things to your clients that you don’t want them to know. If you want to succeed at sales, you need to learn
how to use your body language to exude confidence in yourself and your products.
Here are a few simple suggestions:
- Stand tall. Slouching and swaying may signal weakness.
- Keep your head straight and tall. But once in a while, tilt it slightly to engage the customer and appear friendlier.
- Maintain good eye contact (without seeming creepy)
- Don’t fidget with paperwork or products. This makes you appear self-conscious.
- Relax your mouth. Pursed lips make you appear disapproving. But keep in mind that lips that are too relaxed may signal sadness or depression.
- Keep your arms open and inviting. Never cross your arms in front of your body or tense them while speaking to a customer. This creates an adversarial mood.
- Use a firm (but not too strong) handshake
- Stand straight. Don't slouch, and be sure to lean in toward the client and make direct eye contact. This will communicate confidence to those around you.
When you are truly excited about your career, meeting with clients and the products you are offering, your clients sense it and are more likely to give you a chance to convince them to buy. One warning here, though: Don’t try to fake enthusiasm. People will see right through that. Instead, become truly enthusiastic about your products and your job.
If you’re not feeling authentic enthusiasm, figure out why. Your feelings — positive or a negative — will come across to your clients and prospects. No matter how difficult the job at hand is, always appear to clients as if making the sale is easy and you love what you are doing.
Enthusiasm is contagious. If you exude enthusiasm for your product line, others will follow your lead and be interested enough to give it a try (or at least learn more about it).
The world is in constant change, and so are your prospects’ wants and needs. Stay alert to changes in their attitudes and remarks. Even a mundane comment could provide valuable insight into what they are thinking.
Prepare yourself to handle any situation that arises. Figure out what to say in every reasonable circumstance you so it will appear you can think fast on your feet. Not stumbling for the right comeback is essential to convincing clients you know what you are talking about, and making them more apt to believe what you say.
As an advisor, your ability to come up with original ideas shows prospects that you bring value to the table. Being reliable and creative also helps to induce secondary buys, which can greatly impact your bottom line. The ability to see problems and show customers how to overcome them is essential to closing big cases. Train yourself to be innovative when necessary.
Good advisors watch the world around them. They see trends in the making and are eager to jump on board before others even
notice. But that’s not all. A great advisor also observes his or her clients more closely, and finds ways to integrate new strategies and trends into the client’s palette of options in order to generate more sales.
Advisors can’t be pushed into success. They either have a thirst for learning more and doing better, or they don’t. Sure, someone can teach you the skills of sales, but only you can decide whether to take what you have learned and use that knowledge in the real world. Without an inner urge to get to work, even the friendliest and most outgoing advisor will struggle to survive.
Do you have the initiative to take on new challenges and find a way around them? If not, figure out why and make the changes necessary to succeed.
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