Sales and psychology go together hand in hand. To pitch to the right people, you need to understand them. Therefore, to build the most effective sales intelligence data pools, you need to apply psychology when collating information together. With scalable sales intel, you can use psychology to ensure you always reach people who need you most.
What’s more, psychology helps us understand and break down the data we pull and collate. Understanding buyer intent, for example, is a crucial aspect. In this guide, we’ll consider what successful sales psychology looks like - and what it means for you.
Using Psychology in Sales
The art of using psychology in sales revolves primarily around emotion. Many sales experts work to models of rationality plus emotion, too - therefore creating an action. Effective sales models should, ultimately, satisfy the need for knowledge and an emotional connection.
However, it’s the emotional side of this equation that proves powerful. Buyers have an innate need to be understood and appreciated. Modern shoppers are savvy and wise to shallow sales pitches of old. They want to be able to respect and trust your brand.
We’ll take a look at the pillars of successful sales psychology below. For now, let’s focus on building confidence and interest. By pooling together helpful information as part of a focused sales intelligence plan, brands can create confident, appealing projections. The data we use in our intel is important because it saves us from making bold or harmful assumptions.
For a customer to gain interest in your brand, product, or service, it must be relevant to their lifestyles. It also needs to offer them something new, exciting, and motivational. This kind of psychological trigger arrives through understanding our audiences better. That comes with careful data analysis and, of course, market research.
Confidence, meanwhile, is largely a matter of patter. If you are confident that your brand or product will solve an emotional and rational need, pitch it. Use sales intel to define pain points in your customers’ journeys. Then, offer them a simple, actionable solution only available through you.
This approach to sales psychology keeps the funnel nice, straightforward, and tight. You’re refraining from fluffing out the sales pitch and keeping your customer in key focus. People want to be appreciated and noticed - make sure you do so with every client you pitch to.
Beyond Sales Intelligence: The Pillars of Successful Sales Psychology
Using sales intel effectively, it is simple to create bold, persuasive sales pitches. However, we also need to consider following specific rules of sales psychology to seal the deal. Let’s consider four rules, or pillars, that will largely fit most sales funnels, industries, and demands.
Are You Reliable?
The bottom line is this - your customer wants to trust you. No customer will willingly spend money on a solution or service that ‘might not work’. They want your assurance that you care for their needs and that if anything does go wrong, you will fix it.
To establish this, you need to do more than show off testimonials. Demonstrating your willingness to help stretches as far as being ready to answer emails and social messages quickly.
Salespeople must also establish that they are well organized and have ‘done their homework.’ This will mean carefully analyzing sales intel for cues and reading up on case notes.
Develop Sympathy
Offering sympathy to customers is crucial. As mentioned, buyers crave - and need - a human connection. It’s vital for developing and cementing trust and confidence. Appearing genuine during sales pitches will appeal to human nature. As discussed, sales success revolves around appealing to both logic and emotion.
A positive approach to sales is therefore essential. This means holding yourself positively and professionally and showing active listening. Letting customers speak for themselves not only fine-tunes funnels but also appeals to their need to be heard.
Salespeople need to hear their customers and appreciate and understand them, too. Showing sympathy - and empathy - demonstrates an understanding of their problems and how they can be solved. This, again, ties in with confidence and trust.
Salespeople who show they are actively interested and engaged with customers and prospects will likely convert on leads.
Make Someone’s Day
Tying in with the above point, it’s important to make people feel good about themselves. No customers want to enter into a deal with the feeling they may have made the wrong decision. Therefore, sales approaches need to be positive, relaxed yet professional and actively listening. A successful sales pitch or lead build aims to assure the customer you can solve their problems.
Much of this positivity and assurance can derive from how you speak. In verbal sales, using positive language is a must, but so is speaking with clarity and at a slow speed. There is also a difference between listening and waiting to speak. Salespeople must ask active questions about their prospects, too.
Consider your wants as a consumer. How could a salesperson help you feel better understood or more appreciated?
Work with Your Appearance
Finally, sales teams need to consider the power of the brand. The power of a product, service, or acumen is no longer enough to convert on a lead. Therefore, sales and marketing teams need to work together to create a brand image people want to buy into. Buyers want to invest in a company or service that makes them feel good.
Personality, therefore, is essential - but so is professionalism. Offer solutions - but do so with charisma.
Conclusion
Modern sales techniques take the buyer into account more so than ever before. The ‘hard sell’ and cheesy ad copy of decades past no longer drives results.
Using sales intelligence, various data sources, and offering genuine sympathy, lead conversions never have to be complex. Actionable data collation starts from a variety of sources - such as Fundz.
SOURCES USED
https://vanillasoft.com/resource-center/blog/sales-psychology
https://blog.hubspot.com/sales/the-psychology-of-selling
https://www.propellercrm.com/blog/psychological-sales-tricks
Topic: Sales Intelligence
