At Sales Engagement Partners we believe that putting the effort into training your staff is worth every hour and every dollar spent. If you teach your staff the skills required to present your proposition to your prospects they will be successful. For our clients we have developed and implemented a platform we call Psychological Selling. We teach the ability to recognize your surroundings, understand the traits of your customer and marshaling resources you need to close the deal.
- What does it all mean?
Psychological Selling is the ability to use your intuitive recognition skills to know your surroundings, identify your targets traits, and close the deal to your best advantage. This is not just from the point of view of the salesperson, but can be a strategy used by any other party to the deal. For instance if you are the buyer, why not use the same skills at reading the salesperson to turn the situation to your advantage. If done right, and by following the guides outlined in this book you will up the odds of succeeding in the world of negotiating a deal. You may already be using some of these tactics, and if so we hope you learn at least something new that you can take advantage of.
- How does this even apply to me?
No matter where you are in the workplace, each day you find yourself in a selling situation. The encounters you have involve interactions with others that require you to read their intentions, understand their motivation in asking for you to do something, or looking to sell or buy something from them. This may be an interview for a promotion or a new position, or simply a sales call where you are presenting a solution to the client. Either way, understanding human nature and reading the person across from you will give you an edge. The applications for this are numerous.
- Why should you care?
In every situation where you interact with people in the business world there are factors at play that will determine the outcome of the negotiation or task at hand. As a salesperson, understanding the cues, spotting the body language and facial expressions, and knowing how to use them to your advantage will make the difference between winning and losing the deal. If you don’t know how to do this, you should care and we will explain why in the upcoming chapters.