Name: 銷售心理學 13步驟肯定ok（The Psychology of Selling: 13 Steps to Selling that Work）
Uploaded: 2023-11-06T05:08:43.000Z
Duration: 19 min 13 s
Description: 銷售心理學 13步驟肯定ok

But, on the other hand, have you ever seen the look

on their face when you just clearly lost them?

There is truly a psychology to selling effectively.

what they're doing correctly that's making people

more attracted to them, versus incorrectly

that's actually repelling prospects away from them.

The 13 steps to selling that actually works, check it out.

in this sales training space is getting salespeople

and to drop the enthusiasm, to drop the excitement

Your prospects don't like it, they don't enjoy it.

a sales situation, but let's just say I come up

And I say, hi, my name's Marc, it's nice to meet you.

What if on the other hand I come up and I say,

You're immediately like, what, that feels weird.

And then, when you add it into a selling situation,

immediately your prospect is going to be repelled.

It actually is caused by a psychological phenomenon

called reactance, where when we're clearly trying

they're going to resist, they're going to pull back.

and buyers don't ultimately choose to do business

with a salesperson is that they felt that the salesperson

didn't really understand their needs, their concerns.

Yet, what most salespeople are doing is when they first meet

that prospect they're coming in with that pitch.

They're coming in with all of the reasons why someone

should do business with them in the first place

when we don't actually know if it's a fit.

at the end of the day is they want to be engaged

And what those challenges actually look like to them.

they still feel like it's a fit, now it's presentation time.

Now it's time to present what that solution looks like.

Think of it almost as a doctor's type of a conversation.

You go to the doctor, and the doctors are not saying,

hey, we have this incredible new procedure, right?

What's going on, help me understand, right?

It's a two-way dialogue, and it's not about the pitch.

Number three, pressure is a no-no. (laughs)

It's that we don't want to be putting pressure

Because it is such a taboo, it is such a bad thing.

Instead of trying to persuade the prospect

as a result putting all this pressure onto them.

It's like I said earlier, there's this concept

called reactance in psychology where in any situation

when we're trying to push someone to do something,

they're immediately going to want to pull back.

Think about trying to get your kids to do something,

or your spouse, or someone that you know.

If they feel like you're putting pressure there's a good

likelihood that they're actually going to pull back.

What I suggest is you take all that pressure off.

And, instead, just questions to determine

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銷售心理學 13步驟肯定ok（The Psychology of Selling: 13 Steps to Selling that Work）

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