Psychology of Sales

Although sales may seem like a very straight forward task it is far from that! The picture that people pain in there brain is often one where a salesperson simply presents the product or service, points out a few objections, and closes the deal. But the truth is much more complex. Selling is actually a highly phycological phenomenon.

At the root sales is not about simply offering a product or service. It is about uncovering pain and solving a problem. To be able to solve someone’s pain which you may or may not know you have to understand the customers mindset, emotions, and motivations. People often don’t make a decision solely based on logic rather often driven by subconscious feelings, biases, and desires. One of the most important psychological principles that a sales person must understand is empathy. A successful salesperson needs to be able to connect with the customer on a deeper level, understand their needs, and build trust. Without empathy, the relationship becomes just transactional which makes it feel forced.  Customers want to heard and feel like they are in control and not being forced into any purchase. The sales person should take time to ask the right questions and legitimately listen to the customers response. The salesperson should understand how the customer feels about their money and whether or not they like to spend or save.

Sales are far more than just transaction of money. It is complicated array of psychology, emotions, and influence. Often the most successful salesperson understands their customers logical reasoning and emotional factors, and tailor their approach to selling accordingly. By the salesperson building trust, going about with empathy, and timing when they approach significantly increase their chances of making a sale. It all boils down to sales being more about understanding the customers mindset rather than pushing a product.