subject: Psychology of Selling - How Does a Buyer's Mind Work? [print this page] I honestly believe if there is anyone who could answer this precisely, he or she is going to be very rich. Even the best sales persons have their unsuccessful stories to tell; about sales that almost close or deals that are still ongoing. No one knows how the mind works exactly, but we have pretty good ideas how they do.
Can it be called the psychology of selling'? Let's find out.
For many years, sales peoples are obsessed with selling and closing sales. After all, they take the latter as the most important part of a sales process; the part where they make something out of their effort: the commission.
Their belief was selling is an active process, and it requires them to do something to the customers. But later, scientific research into how the mind works suggest that mind is passive system. It has a self-organizing mechanism, which is akin to rivers, lakes and oceans on the surface of the earth.
These patterns in the brains will shape the information once it touches them.
With the new set of information, it is at least clear that information could not be forced into the brain, or in a more active' proposition, taking a particular shape before it enters it. It is shaped once it enters the brain thorough the self-organizing mechanism.
It is clear that actually, selling as we know it is what the customers do themselves. When the customers buy, you can rest assured that their brain has clearly formed a pattern that favors the proposal, which the sales persons only part their part as messengers.
In other words, they broadcast the info and customers process it.
And you know the best part about this?
Sales persons are relieved from controlling whatever happens in the customers' brain, or put plainly, they do not control the end result of the sales process. But they can control how effective they relay a sales message, which the customers use to form their decision.
To me, this is the psychology of selling at its best!
Psychology of Selling - How Does a Buyer's Mind Work?
