Psychology Of Selling

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible:

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

There are three primary language postures.

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from hour to hour?

In today’s environment, we have to stop acting and looking like beggars with briefcases and begin to recognise that the name of the game is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers.