Content Marketing | 3 min read
In the past episodes, we tackled marketing strategies and discussed multiple sales methods. Today, we will discuss how psychology and sales work together with our special guest, Leanne Elich of Leanne Elich Consulting. We are also joined by Ucidity's outbound Sales Manager, Maddy May, to unbundle the topic and discuss The Psychology of Selling.
Are there any philosophies you have found that directly correlate with sales methodology?
Selling is not necessarily a transaction. It shouldn't be feared because you need to be pushy; instead, consider it as help that you give to another person. As per Leanne, everything would depend on a person's archetype to resonate with somebody. We do not have the same preference, so one must learn to understand a specific person's archetype to complete a sale. Understanding how a person wants to be communicated is essential and what makes a successful salesperson.
Bernard suggested that having a lively and energetic tone may help close sales and connect with the customer. However, according to Leanne, this can work against the seller if they talk to an introvert. They may see this as being intimidating or pushy or might even come across as being overly familiar. So even if the other person is somehow compliant, they may see this as an offence. This strategy may work for most, but to make this a success, you need to be mindful in recognising the behaviour for you to adjust to it.
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Are there any particular traits that make a more suitable salesperson?
An ordinarily quiet person would be someone who will make a good seller. This is because they can take a step back and listen to what the other person is saying. Listening is critical in the sales process. Selling, as explained from the start, is like helping someone. How will you help if you do not know what they need?
It would be best if you allowed your customer to talk for you to understand what solution you will give. This is how you help them. Based on what they tell you, you will provide them with the answer to their needs. You will only talk when they are done telling you what they need.
When it comes to closing the deal, are there different methods? And can that hard push or hard sell end up damaging the brand or the business' reputation?
Closing should not be a single event. It is dynamic throughout the entire sales process. It would be best if you didn't address handling objections or understanding roadblocks at the end of the process. It would help if you discussed it for the duration of the sales process, or else it would be too late. As you talk to your customer, you look for a commitment or the intent to purchase. But if you do not see it, ask yourself, why not? Where have you lost the customer? You address it along the way.
Selling should be seen as helping and not just making a sale. Have that ability to listen to fully understand how you can help your customer with your products. Be a responsible seller, not just the pushy salesperson who needs to meet the target. The moment you listen with the intent to help, closing the sale will not be far behind.
Published on January 30, 2023
