72 Customers Psychological Secret!
Part 2: Mental State Decides Everything: Agile Salespeople Need to Master Psychology
Build your own dreams
or someone else will hire you to build theirs. — Farrah Gray
Many sales people lack the ability to self-criticism,
This is a manifestation of lack of confidence,
and at the same time reveals weakness.
Joe Girard once said,
“The secret to winning is confidence.”
Of course, only excellent salespeople possess this invaluable psychological quality.
If you want to become an excellent salesperson
with mental strength and stability,
you should master the tools we offer below.
If you are not in the process of becoming the person you want to be,
you are automatically engaged in becoming the person
you don’t want to be. — Dale Carnegie
12: Emotional self-control.
Salespeople have to use skills
to improve their emotional control every day.
The work of sales staff forces them to interact
with many customers with all kinds of personalities,
quick and resourceful partners…
which puts them under a lot of pressure.
So how to maintain the flame of enthusiasm?
The answer is, master your emotions.
To ignite the fire of enthusiasm in customers, first,
salespeople need to light the fire in themselves.
Only sincere feelings can affect the feelings of others.
When negative emotions appear,
do not repress
or ignore them,
but let them arise and disappear on their own.
Salespeople should build themselves a mechanism
to manage their emotions,
and from there, use it to influence
and positively influence customer decisions.
A salesperson will probably always ask himself,
“What kind of attitude do I need to achieve the best results?
How to accurately capture customer psychology?”
To get the most suitable attitude,
you must first understand the customer’s psychological type,
including the following 4 types:
1. Don’t care:
People who are indifferent
and flatly refuse or do not receive salespeople.
“Be nice to people.
It doesn’t cost anything.” – Grant Cardone
2. Be wary:
This type of customer is interested in the product
but ignores the seller,
distrusts, and even has a hostile attitude towards the seller.
They think that salespeople are not trustworthy,
so they are suspicious and wary of sellers.
“Spend eighty percent of your time
focusing on the opportunities of tomorrow rather
than the problems of yesterday.” — Brian Tracy
They are people who change their views easily
and have sympathy for the seller.
They may end up buying things they don’t need,
or are beyond their use.
“The future belongs to the competent.
It belongs to those who are very,
very good at what they do.
It does not belong to well intentioned.”— Brian Tracy
4. Seeking answers:
This type of customer always knows what he
or she needs before buying,
they just need a seller to help them answer questions.
They will objectively analyze the pros
and cons of the product.
If there is a problem,
they will actively ask the seller for an explanation,
without making unreasonable demands.
The more inclined the customer is to the fourth type,
the easier it is for the salesperson
to make a successful transaction.
However, in reality, all four types of customers are quite balanced.
In order to achieve the desired results,
every salesperson should practice being a sales person
wholeheartedly for the customer.
When salespeople have difficulties,
how to solve problems
and obstacles to facilitate potential transactions with customers?
1. Ignite enthusiasm:
This action will help spur your enthusiasm for work,
contributing to quickly achieving the set goals.
Never assume you understand.
Ask the questions. — Brian Tracy
2. Emotional mastery:
Human emotions are the most vulnerable.
You need to know how to regulate your emotions
as well as care about the emotions of your customers
to avoid unfortunate things from happening.
Life is for service. ― Fred Rogers
3. Get rid of negative thoughts:
Get rid of your hesitant outlook to view life
with a more beautiful lens.
Get rid of the burden and the habit of criticism.
Help others achieve their dreams
and you will achieve yours. ―Les Brown
4. Mental comfort:
After each working day,
take some time to reflect on what you did and why you did it.
Analyze the causes,
advantages and disadvantages to define your goals
and what needs to be done to change reality.
“Just having satisfied customers isn’t good enough anymore.
If you really want a booming business,
you have to create raving fans.”– Ken Blanchard
5. Work arrangement:
Redefine the work order, and set deadlines for each job.
Doing this will give you an ideal plan of action.
“People do not care how much you know
until they know how much you care.” – Teddy Roosevelt
6. Map your journey to success:
Think about your path to success.
Please arrange and choose the right thinking path
to minimize mistakes in the future.
“People will forget what you said.
They will forget what you did.
But they will never forget how you made them feel.” – Maya Angelou
7. Get out of your “comfort zone”:
If a business plan doesn’t work as expected,
pursue a new livelihood, start a new battle,
create a new business listing ,
and follow a new action plan.
Don’t hesitate to start over.
Although slow, it is better than going the wrong way.
Then put all your mind to doing them.
“Good service is good business.” — Siebel Ad
8. Raise the limit:
Never be satisfied with your achievements,
instead, always keep challenging yourself.
The more you experience and learn from failure,
the more likely you are to succeed.
Try calling customers, spend a lot of time learning their feedback every day.
The higher your goals are,
the more effort and enthusiasm you will have to put in.
Each person’s mood is created
by subjective factors such as consciousness,
Salespeople who want to be successful need
to adjust their attitudes
and emotions to be reasonable,
and change negative psychology into positive ones
and above all maintain that state from beginning to end.
Using a positive attitude to face customers,
you will receive more surprises.
On the contrary, if you use negative psychology to face it,
you will reveal more and more weaknesses,
thereby showing yourself a failure even before the battle.
To be interesting, be interested.— Dale Carnegie
13: Confidence is the secret to “selling” yourself
There is no denying the important role of confidence in the success
or failure of each person,
especially for a salesperson.
Salespeople have to receive rejections from customers more often
and fail more often than other professions.
But confidence is the factor that will help them persevere
and overcome difficulties,
and also help them leave a good impression in the eyes of customers.
Seller confidence adds value to the product.
In addition, confident people often face failure lightly,
and at the same time can objectively reflect on their defeat,
find out the cause,
and quickly solve the problem.
Therefore, it can be seen that salespeople need
to show confidence like Joe in the example below:
Joe Gillard, a salesman also experienced many failures
when he first entered the profession.
He once went to a car dealer in Detroit to ask for a sales position.
But the director had no intention of hiring Joe.
Even so, Joe Gillard still replied very confidently,
“Dear Director, if given the opportunity to work,
I can break our company’s sales record in two months.”
Surprised by Joe’s confidence,
the manager agreed to let Joe take the position of salesman.
With confidence, he got his favorite job,
from there put in his best efforts
and the results after two months proved Gillard’s effort and confidence.
For salespeople, “confidence” is a noun that needs emphasis.
Due to the economic downturn
and increasingly fierce market competition,
the value of confidence is increasingly recognized.
Salespeople need to build their goals by year,
strive to achieve them, and use breaking their own highest goals as motivation.
Just like that, the work norm will become a certain task to be completed,
helping to promote each person’s intense desire to win over themselves.
However, after completing the work norm,
we also need to check the target overshoot rate.
If the growth is lower than the previous year,
it is necessary to reconsider, think about the plan,
then immediately take action
to increase the rate of exceeding the target norm.
Every company encourages employees
to do their best to win and achieve great success.
Don’t let difficulties and obstacles
in your work erode your will and determination.
Giving up or treating work as temporary shows a lack
of responsibility to yourself.
Maintain the belief that victory is always possible,
in any situation and in any place.
Because only faith can help you to succeed at the end of the road.
So how to show confidence?
“Choose to deliver amazing service to your customers.
You’ll stand out because they don’t get it anywhere else.” – Kevin Stirtz
1. Dress neatly, head up high,
polite, attentive to everyone.
Your customers will definitely fall in love with you.
Self-confidence also comes naturally from there.
Look for the good in every person and every situation.
You’ll almost always find it. — Brian Tracy
2. When being rejected outright by customers,
salespeople need to be steadfast and confident,
avoiding words and actions that show dissatisfaction.
Instead of observing and paying attention to the behavior of customers,
be careful with your own behavior.
If customers notice your lack of confidence, or reveal any flaws,
don’t expect them to like your product.
Confidence will make your sales job a pleasure.
Salespeople must strongly believe in themselves,
in the company and in the product
to be able to have a positive outlook,
bravely face it, and be motivated to strive.
In addition, they also need to overcome the psychological weakness
of lack of confidence,
improve their psychological qualities,
increase their motivation to move forward,
face the work, meet customers
and strive to achieve success by positive attitude.
People rarely succeed
unless they have fun in what they are doing.— Dale Carnegie
14: Conceit inhibits individual growth
When it comes to uncomfortable situations,
salespeople can feel inhibited.
In order to vent that frustration,
it is inevitable that there will be times when complaining,
even wanting to scream.
However, that only made it worse.
New salespeople need to learn patience
and how to regulate their moods.
Because when we can’t control our mood,
we often fall into extreme psychology,
Low self-esteem only sends people into a muddy, blind,
egotistical mire and can lead them to the abyss of failure.
Conceit is a manifestation of a form
of overconfidence that is far from reality.
Although this type of person has certain talents and abilities,
he considers his talent to be limitless,
and often exaggerates it.
Arrogant people often lack politeness,
lack of humility in front of others.
The arrogance at work is a taboo thing,
which can inhibit human development.
Powerful people often use actions to respond to all problems,
instead of relying on words to show off.
Usually, newcomers to the sales profession
when meeting customers need to know self-restraint and patience,
avoid exaggeration and bragging.
But that doesn’t mean they should lower themselves,
leading to giving up
They need to seriously hone their quick reaction skills
and come up with a plan of action to avoid disaster.
1. Do not let emotions overwhelm reason:
Can’t ignore emotions in relationships with customers,
but also have to find ways to dominate
and adjust their emotions well to balance
between reason and emotions.
“You don’t earn loyalty in a day.
You earn loyalty day-by-day.” – Jeffrey Gitomer
2. Emotional restraint:
New sales staff can’t help but worry
when meeting customers.
However, you can read a newspaper clipping
or look at a photo album,
take a few minutes to reminisce about happy events,
or play music to calm your emotions
or deal with anxiety before meeting a client.
Salespeople need to control their emotions
when dealing with customers.
An elite salesperson is
when they can control their emotions,
balance between reason
and emotion in their relationship with customers.
It isn’t what you have or who you are or where you are
or what you are doing
that makes you happy or unhappy.
It is what you think about it.— Dale Carnegie
15: Bring optimism to work
Deciding to become a salesperson is a personal choice.
So, there’s no reason why you can’t be persistent and optimistic to the end.
However, in fact,
many sales staff always feel frustrated (low salary, hard work).
To do their job well in all circumstances,
salespeople need to be optimistic.
Optimism can be very effective,
and this experience is passed on
from many people in the profession.
It always puts the salesperson in a good mood
when dealing with customers,
in addition, it can also change the inherent thinking
of customers to bring successful transactions.
To be a successful salesperson,
you need to control the following emotions to stay optimistic:
1. Arbitrarily angry:
It is normal to be rejected during product introduction and sales.
At such times, take a deep, calm breath,
and try to maintain a calm state of mind.
“The price of success must be paid in full,
in advance.”— Brian Tracy
2. Unfounded suspicions:
Doubt can make all the effort
to build a deal disappear.
If there is a misunderstanding with a customer,
you must pay more attention
to the way you talk,
otherwise it will lead to unnecessary doubts
and loss of customers.
“Success comes when you do what you love to do,
and commit to being the best in your field.”— Brian Tracy
Jealousy is not beneficial to human health.
If a salesperson sees his or her colleague’s high performance,
gets jealous, curses, or denigrates;
see people in bad luck whisper happy,
will never be popular with colleagues,
never get help.
“Set excellent performance as your standard
and strive to achieve it each day.”— Brian Tracy
Failure can make people afraid.
Especially those who are new to the profession.
If you want to overcome this weakness,
you need to work hard to master the psychological quality to be stable in all situations.
“The two most powerful things in existence:
a kind word and a thoughtful gesture.” – Kenneth Langone
If you worry but do not think how to solve or control the problem,
it will make sales staff lose confidence
when meeting customers.
Since then, it is difficult for customers
to sympathize with the seller
and the products they provide.
“How you think about your customer influences
how you respond to them.” – Marilyn Suttle
Bad people often say to themselves,
“I’m a bit short-tempered,
but I’m kind and straightforward.”
They consider the bad habit of getting angry
when facing difficult situations as an inevitable nature,
and if they don’t fix it,
they will gradually form a negative character.
Indeed, in life,
whether it is the most senior salesman or the novice,
there is no one who has not been angry.
But refraining from casually expressing anger is completely trainable.
If you want to control anger,
you need to take it from the root to the top,
strengthen self-cultivation including improving understanding,
expanding your heart,
not comparing small things.
Selling is hard work, but if you’re happy in it, you’ll find joy in it.
A happy salesman will spread that joy to his customers,
bringing optimism in exchange for a successful transaction between the two.
An hour of planning can save you 10 hours of doing.— Dale Carnegie
16: Mental stability the mantra for success
No matter how careful and well-prepared people are,
salespeople will also face uncontrollable situations.
Many salespeople when talking about career tips
often focus on the ability to improve sales skills.
But in fact, the success in sales relies heavily on the psychology
of the salesperson.
Charles Dickens once said,
“A strong mind is a thousand times more useful than a wise mind.”
Many sales people when talking about their success agree
that psychology rather
than fate is the determining factor
for each person’s success.
Don’t forget to learn how to face failure
with a positive mentality to unleash your talents
Every salesperson needs the courage to persevere in the face
of difficulties and failures.
When you’ve gone through a lot of failures,
you will have enough necessary patience.
Always remember that every failure is a stepping stone to future success.
You can refer to a few ways below:
1. Self-loathing about your own failures:
Sometimes mocking yourself is the fastest way out of embarrassment and humiliation.
Funny little stories about failure can free you from awkward situations.
“It is not your customer’s job to remember you,
it is your obligation and responsibility to make sure
they don’t have the chance to forget you.” – Patricia Fripp
2. Strictly handle rumors:
A politician once said,
“When the truth was first revealed,
rumors reached half the world.”
Such rumors have a serious impact on the company’s image.
Be firm about it to make your partners believe
that you seriously value your relationship with them.
Salespeople have to face many complicated situations “as usual”,
especially those who are new to the profession.
The same salesman, but some people achieve good results,
some people are still standing still, some people even have to change jobs.
All results depend on each person’s steady mentality in the face of difficult circumstances.
Mental stability before all circumstances is the mantra
that brings success to every salesperson.
In addition, it also helps them spread their confidence
and enthusiasm to those around them.
Everyday is a new life to a wise man. — Dale Carnegie
17: Control your temper
It is not uncommon for people to often start a conversation
with a newcomer in nervousness,
heart palpitations, and almost forget
what has been carefully prepared.
In fact, many newcomers to the field of sales often only value skills
but forget to practice how to overcome fear.
Even senior employees make this mistake.
Understanding the cause of fear,
we find it closely related to the lack of courage
to face people around.
Kris is a new salesperson for a company.
Before going to meet a customer,
he heard from a colleague in the company that the director
of this large enterprise is a very difficult person,
so when Kris first started,
he was worried, afraid that the customer would make it difficult
for him or outright chase me away.
The more he thought about it,
the more scared he became,
even intending to give up.
On the way,
Kris is always nervous,
thinking of every possible situation,
so his heart is heavier.
When he met the director,
Kris found that he was not as difficult as everyone said.
But the more enthusiastic he became,
the more worried Kris became
that he couldn’t remember what he said.
The director saw Kris’ expression,
so he did not express his goodwill to cooperate with him anymore.
Loss of temper greatly affects the work of salespeople.
When the salesman is frantic
in front of the customer,
stammering and speechless,
the customer will have a bad impression of him.
They will think that this person is inauthentic,
immature and in the long run,
it affects your reputation very negatively
and the likelihood of customers wanting
to do business with you is very low.
Salespeople need to be mentally prepared to be fearless.
Psychologists say that the biggest obstacle is fear before meeting customers.
In fact, you just need to have enough courage,
dare to go through the first step,
the next things will not be too difficult.
Learn ways to overcome your fear.
“The most important adage and the only adage is,
the customer comes first,
whatever the business,
the customer comes first.” – Kerry Stokes
1. Believe in yourself:
Confidence is the source of success for all professions.
In the sales profession,
believing in yourself not only means believing in your ability,
but also believing in choosing the right profession,
believing that you are capable of bringing benefits to everyone.
Just ignite confidence and pride in your work,
and you will minimize the loss of composure
before meeting strangers.
Attentive listening to others lets them know that
you love them and builds trust,
the foundation of a loving relationship.”— Brian Tracy
2. Assess the other person properly:
When we first meet,
we are often interested in the other’s assessment of us.
But if a salesperson always pays attention
to what other people think about him,
in his heart, it will be difficult
to avoid putting pressure on himself,
creating unnecessary worries.
Therefore, on the contrary,
you should evaluate the other person,
carefully consider the expression,
to find out the advantages
and disadvantages of the opposite person.
Just like that,
you can switch from passive to active,
pressure and fear gradually disappear.
“When the customer comes first,
the customer will last.” – Robert Half
3. Confident communication:
Try increasing the volume of your voice,
giving a friendly smile,
to dispel anxiety,
and help you relax in the first meeting.
4. Underestimating failure:
When starting a negotiation,
if you are always eager to achieve your goal, “failure to achieve”,
rushing to hope for success will cause the sales staff to panic,
unable to promote their capabilities inherent.
During the first meeting,
don’t be too stressed,
tell yourself that the top task is
to build a relationship with the guest,
building the foundation for future meetings.
From there, you will have enough composure
to discuss with your partner.
When dealing with customers, new salespeople are often so nervous
and impatient that they only think of running away.
In fact, as long as you are determined not to back down,
arouse the courage to do whatever it takes to accomplish your goals,
you will definitely succeed.
Only in that way will they devote themselves to contacting customers,
persuading them to accept their products.
The man who goes farthest is generally the one who is willing to do and dare.
The sure-thing boat never gets far from shore. — Dale Carnegie
18: Keep an optimistic attitude, don’t give up easily
Many salespeople, after putting in a lot of effort
and still not getting any results,
will begin to feel frustrated, discouraged,
and have the intention to give up.
Selling is a job that requires patience and strong will.
Victory is always in your last efforts.
We should be mentally prepared
to face the challenges ahead.
An excellent salesman
who persistently pursues his dreams to the end,
who, when others have taken off their hats,
still fights bravely.
Joe Girard once said,
“Some people become successful by being forced.
I think there will be many people who will recognize their success
because of their steadfastness
and relentless pursuit of success.
In fact, strong will is the guarantee of victory.”
There are people who are inherently pessimistic,
thinking about the worst
when they do anything.
Before doing anything,
cite countless reasons to justify failure.
In fact, failure is annoying
and prevents you
from achieving your goals,
thereby giving rise to negative emotions.
If viewed from this perspective,
difficulty is just a psychological state,
putting pressure on people,
making themselves lose confidence and enthusiasm.
Therefore, the salesperson needs to be able to clear
and arrange the psychological obstacles,
avoiding the feeling of failure.
As a novice salesperson,
if you want to minimize difficulties,
or calmly face difficulties,
you should prepare the following attitudes:
“Men are rich only as they give.
He who gives great service gets great rewards.” – Elbert Hubbard
A person who is not enthusiastic about his
or her own work will find it difficult
to arouse enthusiasm in customers.
The warmth of the seller has a great influence on the people around,
can influence them to care about a certain issue.
If you happen to meet a customer,
chat with them a couple of sentences.
Your enthusiasm plays an important part in making new deals.
“Get closer than ever to your customers.
So close that you tell them what they need well
before they realize it themselves.” – Aysa Hazan
2. Maintain sincerity:
Attitude is the basic requirement that determines the success
or failure of a salesperson in difficult situations.
A salesperson needs to show sincerity
to customers and co-workers.
Only in this way can they be respected
and cause sympathy from the opposite person.
“The more you engage with customers,
the clearer things become
and the easier it is to determine what you should be doing.” – John Russell
Confidence is a kind of power.
First, salespeople must be confident in themselves
by cheering themselves up at the end of each work day
and at the start of a new work day.
In addition, they need to have faith in the company,
believe that the product that the company brings
to customers is the best and most quality product,
believe in the opportunity
that the company gives you for you
to show off and full self-worth.
“The best way to find yourself is
to lose yourself in the service of others.” – Mahatma Gandhi
Sales work is very arduous and requires salespeople
to have the spirit of not being afraid of hardships,
persistence and perseverance.
Sales people must constantly care about customers,
talk softly to them,
even have to learn about them
to best serve customers.
That’s why salespeople need patience and determination.
“Spend a lot of time talking to customers face to face.
You’d be amazed how many companies don’t listen to their customers.” – Ross Perot
5. Have a sense of responsibility:
Whether you are a novice salesman or a senior,
your actions and words are representing the company’s image.
Accountability affects not only the number of customers,
but also the image of your company.
“If you work just for money,
you’ll never make it,
but if you love what you’re doing
and you always put the customer first,
success will be yours.” – Ray Kroc
6. Do a meaningful job:
In sales work, you must learn how to set small but specific goals,
try to make it a reality.
In the process, you always have to change and create new goals.
Avoid destinations that are too far away or are not suitable for your ability.
“What, what do you mean?”
One of the deep secrets of life
is that all that is really worth doing
is what we do for others.” – Lewis Carroll
7. Face reality, change strategy:
Avoiding difficulties is only a temporary solution,
only the courage to face it,
try to find a way to solve the problem,
actively change the new plan can turn the situation
in a favorable direction.
“If you just communicate, you can get by.
But if you communicate skillfully,
you can work miracles.” – Jim Rohn
8. Change perception, find hope at the end of the road:
When sales encounter difficulties,
you must know how to change your perspective
to recognize the problem.
This will help a desperate human
to find the light at the end of the tunnel.
Sales is a challenging job.
If the employees do not have a strong will,
a firm belief to step forward,
they will not be able to cope with being difficult
and rejected by customers.
If you consider the sales process
as a knife that level all thorns,
difficulty is an indispensable sharpening stone.
For a happy life and work,
salespeople must definitely learn to face difficulties,
the more sharpened, the more courageous.
Even if the probability of success is low,
it only takes a glimmer of hope
or the courage to accept difficulties
that will help salespeople seize the opportunity to win.
If discouraged at the beginning,
success will never come to them.
Believe that you will succeed, and you will. — Dale Carnegie
19: Build a spirit of not giving in to failure
In any field, especially sales, success goes hand in hand with failure.
But by common sense,
failure is often more than success.
if they lose,
many people are often afraid to try again.
Sales is a profession that is prone to failure.
You will probably have to see up to 20 customers a day,
but not get a single order.
If the situation persists,
will you keep the perseverance?
A drop in sales performance not only makes a person discouraged,
but even doubts his own ability.
In fact, such things may happen
because you are not looking for new sources of customers,
or the work intensity is not high,
or external factors such as family problems,
your illness have a bad influence to everyday capacity.
There are a few sellers who, by luck,
have completed the transaction a few times.
But victory comes so easily
that they think they will always have such luck,
until the work is interrupted,
they are completely confused,
not knowing how to get out of difficulties.
In the sales industry,
people who know how to be patient,
polite and respectful always make others feel touched and respected.
As long as you have identified a big goal,
whether it is difficult or easy,
whether you are happy or not,
everyone must give their best to achieve victory.
In short, new salespeople should know people
with a strong will to always find a place in society.
Everyone believes and is willing to do business
with those who are in trouble,
restrained by the steadfast will that always creates a firm belief.
Success is compounded by failure,
so look at the difficulty and conquer it.
Although you may not be able to solve the problem immediately,
you will certainly succeed.
Elite salespeople believe that
in order to overcome the performance shock and achieve success,
two conditions need to be taken into account:
1. Clearly define the plan,
do not intend to avoid difficulties,
withdraw or make excuses.
The road to becoming an excellent salesperson is both long,
arduous, and time-consuming.
Not only do they need to maintain enough enthusiasm to move forward,
but it also requires a belief,
self-esteem, and self-esteem lead yourself.
Only then will they be able to persevere in the face of difficulties
and stay firm in their careers.
“To maintain your enthusiasm,
you have to make your goals substantial enough
that they keep your attention.” – Grant Cardone
2. Use iron will to complete the plan.
There are two types of people
who have the potential to be excellent salespeople,
those who are optimists and those
who never give in to failure.
To surpass your own achievements
and constantly create new “wins”, face failure,
smile and keep trying.
Life is a long series of challenges and battles,
the greatest joy in life is constantly conquering difficulties and obstacles.
Only those who are not afraid of losing win the laurels of victory.
In theory, human possibilities are limitless.
With that unlimited potential,
your sales goals need
to be increasingly enhanced,
only then can you achieve each goal in turn.
In fact, many salespeople jump to conclusions prematurely about failure.
They only need to meet a little obstacle
to doubt the work they are doing,
even quit halfway,
how much effort has been poured into the river so far.
Failure is not scary,
because each failure is the basis for later success,
the more failures, the closer success comes to you.
Success is the maximum utilization of the ability that you have.— Zig Ziglar