What does your sales environment look like? Is it over the phone, Through and Email, In an office on a stage, In a youtube video. Or even the Mom trying to sell the idea of eating healthy to her children. The art of selling it important to master.
Follow me to better understand the psychology of selling...
People Are Programmed To Say No
Studies have shown that the average person will say no five times before saying yes. What I have notices is that that people have good reasons to say no. They want to qualify you and have every reason to you may be a nice guy but they need to have a reason to begin to trust you. As we dive into the psychology of the sales process we learn several important traits of the human minds.
People want what they cant have.
People will only value what they have received when they pay for it.
No-one wants to feel sold.
Everyone wants to leave feeling they have gotten a deal.
Why People Buy?
They have tested the product or service.
A trusted friend or family member referred it.
The Service or product fulfilled an unmet need.
The price value trade off was significant enough.
know your numbers
For new reps that hit the pavement they slow down and get discouraged when they have been a while without a sale. This is the line in the sand for those that learn the numbers. They will work through the dirt to get the reward.
I know for me 1:11 is my ratio
For every 11 people I talk to one person will have a need to employ my service. I may knock on several door and no one is home. that is just telling me I need to talk to next person faster. The days I talk to the most people are always the best days because of the numbers revolving around the sales cycle.
"It does not matter how many doors you knock on the only thing that matters is how many people you talk to." -Isaac Rodebush
to be clear if you don no your closing you are still getting your feet wet and need to put in more time. Thats fine we all have to start from somewhere.
This picture correctly illustrated the feeling of door to door sales or any sales job. If you don't know you numbers or your odds. You will lose focus and motivation. Much like exercising you can lift a heavy weight several times to do a set but you don't have the physical or mental strength to hold the weight held high with out setting it down. We need to know when to hit it hard and when to take it easy.
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Follow: @isaac.rodebush
Thank you for reading I how you all can be better and inviting others to take part in the best things in life only sell what you believe in and will contribute to building a better world for all of us to live better more productive and happy lives.
Best,
Isaac