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72 Customers Psychological Secret! Part 2: Mental State Decides Everything: Agile Salespeople Need to Master Psychology

Part 2: Mental State Decides Everything: Agile Salespeople Need to Master Psychology

Many sales people lack the ability to self-criticism, 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.


12: Emotional self-control.

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

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,

unpredictable situations, 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 cold and flatly refuse or do not receive salespeople.

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.

3. Soft-hearted:

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.

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.

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.

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.

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.

5. Work arrangement:

Redefine the work order, and set deadlines for each job.

Doing this will give you an ideal plan of action.

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.

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.

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.

Practical experience

Each person’s mood is created by subjective factors such as consciousness,

conception, goals, and emotions.

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.


13: Confidence is the secret to “selling” yourself

To be interesting, be interested.— Dale Carnegie

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?

1. Dress neatly, head up high, smile pleasant, polite, attentive to everyone.

Your customers will definitely fall in love with you.

Self-confidence also comes naturally from there.

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.

Practical experience

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.


14: Conceit inhibits individual growth

People rarely succeed unless they have fun in what they are doing.— Dale Carnegie

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, self-deprecating, or self-righteous.

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 and withdrawing.

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.

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.

Practical experience

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.


15: Bring optimism to work

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

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.

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.

3. Jealousy:

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, in trouble, never get help.

4. Fear:

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.

5. Worry:

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.

6. Excuses:

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.

Practical experience

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.


16: Mental stability the mantra for success

An hour of planning can save you 10 hours of doing.— Dale Carnegie

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 and wisdom.

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.

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.

Practical experience

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.


17: Control your temper

Everyday is a new life to a wise man. — Dale Carnegie

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, inexperienced,

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.

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.

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, demeanor, etc.

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.

3. Confident communication:

Try increasing the volume of your voice, giving a friendly smile, sharing candidly.

to dispel anxiety, fear, 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.

Practical experience

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.


18: Keep an optimistic attitude, don’t give up easily

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

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:

1. Enthusiasm:

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.

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.

3. Confidence:

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.

4. Persistence:

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.

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.

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.

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.

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.

Practical experience

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.


19: Build a spirit of not giving in to failure

Believe that you will succeed, and you will. — Dale Carnegie

In any field, especially sales, success goes hand in hand with failure.

But by common sense, failure is often more than success.

In addition, 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,

not discouraged, persistent,

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,

but gradually, 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-motivation, 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.

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.

Practical experience

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

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