10 PSYCHOLOGICAL TIPS FOR BEING A GOOD SALESPERSON

1. Focus on what you can really do for the customer.For the customer, the most important thing is to buy a particular product they want. The customer is less interested in the company’s history, the salesperson’s resume or how smart the company manager is. Give the customer what they want – advice about the product they want.
2. Where possible, use the client’s name. This approach will personalize the offer to the maximum for your customer, who will feel pleasantly impressed by you saying their name.
3. Show empathy for the customer’s concerns. The customer will unconsciously react very positively to empathy (“I understand your concern…”, “You’re absolutely right…”, “I hope I can help you to…”, “I really appreciate your patience…”). People have a natural need to understand and care about themselves. You can provide it, in the name of the business you run.
4. Offer alternatives. Sometimes the customer wants to buy an idea. The product they’ll spend money on will come later. If he likes the idea you offer, he will buy the product. Not necessarily the cheapest one. Remember this.
5. Be professional in your area of responsibility. Inform yourself early on about the technical characteristics of certain appliances, be able to make comparisons and present strengths and weaknesses, warranty or return facilities. Customers don’t like to hear “I don’t know” from the seller. If a really tricky question arises, tell the customer that you will ask the boss or a more experienced colleague. This will create a sense of trust, which is very helpful for the follow-up sale. Trust is essential in business.
6. Show availability. Some customers can be annoying, arrogant, annoying, pushy – i.e. uncomfortable. No matter how they come into the shop, they will immediately sense if the salesperson is available and can change their attitude to one that is more pleasant and conducive to buying a product.
7. Be a good active listener. That is, you can repeat the customer’s question in the formulation of the answer, you can ask for some clarification, you can approve the customer by gestures and mimicry, you can support his look, etc. All these elements will make the customer sympathize with you and he will certainly come back to your shop.
8. Help if you can help. Sometimes the customer wants a product on the last shelf or behind heavy and difficult to move items at the end of the programme. If you really want to sell, do everything you can to get that product to the customer. The effort usually pays off.
9. Get the customer to interact with the product. Have the customer touch it, hold it, try it on, imagine how well they will use it. Any restriction or obstacle between the product and the customer will drive the potential buyer away from your business. If you tell them they can’t open the box or touch the product, more often than not, the customer will abandon the purchase, discouraged and even outraged. Is it worth the risk if you really want to sell?
10. Use “we” instead of “you”. Show the customer that you are there for them as long as they are in your company. It’s one thing to lead the customer to a certain place (e.g., a department in a shop) and another to show them, from a distance, the direction they should take to get there. The customer will appreciate the attention and be generous when shopping.