I fell in love with sales when I realized that it’s all about reaching out, connecting and being able to relate to people.
Over time, I discovered that making a sale has everything to do with emotions and emotional needs, and, surprisingly, nothing to do with logic or pragmatism.
People are emotional shoppers, it’s a fact. They buy driven by emotions and then try to justify their decision with logical reasoning. That’s why, if you want to feel great about sales and absolutely skyrocket your sales results, you should follow, in both your business and your life, these 5 persuasion strategies:
1.Shift from scarcity to abundance consciousness
Our sales mentality tends to focus too much on external strategies – having the perfect website, the best offers, a killer pitch, etc., and too little on our actual feelings and mindset.
If you are living in a state of scarcity consciousness, then it will be displayed through your words, tone and overall energy. Subconsciously, the client will start making excuses, like not getting enough value and being short on money, and then they will start wavering.
Your prospective clients will always bring fears to the sales conversation, like questioning if they have the finances to invest, wondering if your service will work for them, and wondering if they will be able to make the investment work.
Having a scarcity mindset will just feed the client´s fears and doubts in a subtle, but decisive way. However, when you have an abundance mindset, you can move your client into a higher level of energy; a place that will allow them to feel that they are ready to work with you.
2.Use emotions, not logic
You´ve probably heard a gazillion times that you should sell benefits, not features. And this can’t be emphasized enough, because this strategy activates the limbic brain, which is the emotional part of the brain responsible for making the purchase.
Selling the benefits and not the features doesn´t come naturally, but it is essential in educating ourselves on how to better connect with the client´s emotions.
3. Focus on creating an uplifting buying experience
I always encourage my clients to get out of their own head and stop thinking about how they could sell better. Instead, we should all focus on what the client feels and how the client can have a better buying experience.
We tend to think that selling means making other people do something that they don´t want to do, and this is how the whole thing ends up feeling sleazy.
The truth is that people come in for a sale conversation because they are in search of a solution they currently don´t have. If you know you have that solution, then passing it to the client is a matter of support and service. And, as always in service, the focus should be on the client and how you can help them reach their potential.
4.Allow the client to do the most of the talk
Women love to talk, that´s a fact, and you should use it in your sales conversations. Instead of letting the client listen to you, practice effectively timing your pauses to allow the client do most of the talking.
When the client articulates their needs, the importance to change, grow, and move forward, they get to live it. By expressing all the concerns, obstacles, and goals, the client has the chance to tap into their big WHY; their personal reason to step up and start to work with you. By allowing the client to do most of the talking, you let the clients persuade themselves to make the investment in themselves and in their dreams.
5. Handle objections on the spot
Sales people usually try to brush client objections under the rug, afraid that they would put the sale at risk. This strategy is as useful as using straw to cover a smoldering fire. People hold on tightly to unaddressed objections, which eventually talk them out of buying in the end.
You need to listen for objections and address them during your conversations. The key here is to handle the objection with the client, not for the client. This means that, by asking in-depth questions, you guide the client to solve their own objection with their own solutions.
Pro Tip #1: The key to the objections part of the sale conversation is your own certainty about the work you do and the results you create for your clients. And this is the part where you need to be centered in your abundance consciousness, in your certainty that you sell and produce value, transformation.
Pro Tip #2: Simply enter the conversation completely open-minded, without expectations and without thinking about your needs and goals. Just be there, in full service for your client. And let that love energy take over and guide.