The sales revolution over recent years has meant that customers are often more knowledgeable, educated and well-informed than previously.
Customers tend to be looking for the salesperson to make a connection with them and to be able to show human emotions in terms of caring, empathy and understanding towards issues that they may be facing in their business.
Coupled with the fact today’s customers also tend to have preferences about how they want the sale to be conducted, there are many more external and internal demands and pressures on the sales person.
Whether you own a business or work in sales, servicing existing customers and reaching out for new customers is all part of your daily sales process. Learning the latest sales strategies, techniques and procedures all helps you to improve your sales performance, deliver new sales leads for your business and stay ahead of your competition.
Have you ever thought about why some sales are easier to make than others? Why do some discussions with clients run more smoothly than others? Are you aware of the exact moment the sale is lost or gained?
Whether you know the reason or not, there is, in fact, a simple answer. It is all to do with the science behind your communications with your client. Basically, whether a sale is made or not, is all down to the unseen neurological changes taking place in your brain and your client’s brain. These unseen changes explain whether trust and connection is made or is lost and hence whether a sale is made or lost too.
Having an understanding and appreciation of how the human brain influences the sales process helps you to keep abreast of the latest sales strategies and trends in the sales industry.
Communicating in this groundbreaking way allows you to quickly build genuine trustworthy business relationships and move to a position of helping to solve your clients’ business problems, issues or obstacles in a mutually beneficial way.
Every business survives on sales. When sales are down, the reality of the situation soon kicks in and reverberates throughout the business. It is, therefore, often far easier for the sales force to rely upon or slip back into old fashioned sales habits in order to kick start sales quickly rather than to risk trying any new and untested sales approaches.
However, falling or stalling sales figures often creates tension within the sales force and this in turn is likely to be picked up and be interpreted by clients in all sorts of different ways.
A down turn in sales tends to require a different type of sales force. The focus of attention needs to be on the emotional aspects of the sale rather than the process of the sale itself. Therefore, a sales force who has been trained on how to be authentic, approachable, sympathetic and view the sale from the eyes of the buyer will win hands down every time.
Knowing how to build both personal and professional trust with the client is essential too. Being able to balance personal trust with professional credibility earns the respect of the client faster than any old sales pitch. Trust is the foundation of most business relationships and a sales force that can demonstrate this combined skill tends to outclass a sales force that is oblivious of it.
The feeling part of the brain tends to be the deciding factor in making purchase decisions. People often describe feeling happy, excited or motivated after making a purchase or generally flooded by good emotions.
Therefore, the sales engagement process needs to take into account how the client may be feeling and the associated neuro-chemicals that may be flooding the client’s system as a result. If the sales process is causing the client to release serotonin and dopamine rather than adrenaline and cortisol hormones, it is more likely to result in a positive result.
By understanding the science, personality of the client and the chemical reactions that are taking place, the sales force can build up genuine trust and openness leading to a natural and happy outcome for both parties.
Whether you are an experienced sales professional or a new comer, sales training is essential to your own sales performance. Sales training helps you to remain at the top of your game and to continue to grow, develop and perfect your sales techniques and strategies.
Whether you are meeting clients face-to-face, presenting something to your team or writing a blog, piece of website text or an email, sales training helps you to engage, educate and connect with your audience in a human way.
By checking in with and updating yourself with the latest research and scientific findings you can create a lasting trust connection with your customers and clients. As you gain more insight and knowledge, your sales techniques will become natural and ingrained rather than learnt and rehearsed.
Are you ready to step up your sales training to the next level? Click here for further details.
Feel free to share your sales-related questions with us and we will arrange for one of our sales training professionals to answer it for you. Whether you are worried about overall sales growth or have an issue with a specific customer, we will offer our professional advice and share our expertise with you.
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