What is the secret of selling

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There are these people, everyone asks: How do they do it? Always in a good mood, self-confident and convincing. And they also seem to have mastered their job as a salesperson perfectly. Only satisfied customers, outstanding sales success, hardly any botched sales talks. Would you like to know her secret? It is said Sales psychology. You can find out what exactly is behind it and how you can benefit from it in this article.

Motivate with motivation

If you drag yourself listlessly to work in the morning, you are certainly not laying the best foundation for a successful working day. Because your own motivation has a decisive influence on how much others let you motivate them - including the motivation of your business partners. Because especially with companies and their employees, the question of their intrinsic motivation is an essential part of good sales psychology.

For you as a seller, this means that you have to find out and understand the deeper motives of your customers and business partners down to the last detail. This is the only way you know what your counterpart really wants, really needs and how you should design your offer so that he can no longer say no. Sales psychology also means consciously taking care of the wishes of your customers and building trust. Because without that you won't find out his motives.

Real interest as the basis of sales psychology

What your customers really want varies from company to company. Some want more power, others want more sales or less work. And your product or service is the means to achieve that end. That in turn means that you have to apply your sales psychology correctly at the right moment. Listening carefully, asking questions and showing interest in your customer is the first step.

You can see why this is so from the following scenario: Managers often assume that they can use financial incentives to encourage their employees to achieve top performance over the long term. However, numerous studies have shown that extrinsic motivators such as money quickly lose their effect. On the other hand, if managers use the intrinsic motivators of their employees, they are on the right track. If, for example, the most important thing for an employee is their family, you will hardly be able to inspire them with a fancy sports car. He certainly won't say no, but in this case it would be much more productive if you offered him flexible working hours. For you, that means work first and foremost, you have to look carefully and keep asking questions in order to really get to know your people. But this is extremely important for sales psychology.

Success factor trust

The challenge now is to get your employees to open up to you. And that is also a case for sales psychology. Because just like that, your employees will not reveal their wishes and interests to you. Above all, this requires trust. From both sides. Only if you approach your employees openly and honestly and take them noticeably seriously will they trust you and give you honest answers. The same goes for your customers. If you want to find out their true motives, you need to build trust.



You will see that the more comfortable your customers feel with you, the more likely they are to tell you their wishes. Another keyword at this point would be mindfulness. Instead of just chattering down the benefits of your products or services, you should also let the customer have their say. If he can articulate his concerns freely, you have laid an important foundation stone in sales psychology. The customer feels understood, is open and provides you with all the information you need for the perfect offer.

Take care of your body

You can tell whether your customer feels comfortable or uncomfortable in your presence by their body language. Because non-verbal communication is also an important part of sales psychology and crucial for sales success. It has a maximum part in how we and how others perceive us. That is why a very good knowledge of non-verbal communication is extremely important for sales psychology. As a seller, you should take this into account in your everyday work.

The most important criterion in terms of non-verbal communication is that body language and what is said have to go together. Anyone who looks tense but still wants to talk about their products in a relaxed manner is just as untrustworthy as someone who absolutely wants to be funny but looks sad. This is why non-verbal signals are particularly interesting when they occur frequently. The more gestures your customer makes puzzling you as a salesperson, the sooner you should follow your intuition and investigate.

Apply sales psychology correctly

So if you can read body language, you not only understand your customers better, but can also protect yourself from endangering your sales success with careless gestures - a decisive advantage in terms of sales psychology. For you as a seller, this means that you should definitely train your body language. Work on maintaining an upright posture, eye contact, and relaxed facial muscles. Because that is inevitably one of the secrets of successful salespeople.

You can easily ask colleagues to practice with you. This will pay off in the end, because anyone who masters non-verbal communication will certainly have the opportunity to shine with their content. Another important factor here: your enthusiasm. If you are passionate about your job, it is more likely that the spark will jump over to your customer. But - and this is crucial - it always depends on the right balance between speaking and listening. Anyone who has found this is well on the way to becoming a successful seller.