July 15th, 2011
In this installment of the Psychology of Sales, we look at reasons why people buy. When you fully understand the motivation behind a person’s decision to buy, you can more easily close the sale and create more happy customers.
People Buy to Meet a Need
Perhaps the most basic and straightforward reason people buy is to meet a basic need of food, shelter, water, health care, connectedness, etc. Products and services that meet basic needs are often the ones with the most competition. If your product meets a basic need, you will find yourself spending less time answering the question “Why should I buy this?” and more time answering the question “Why should I buy yours?” Be prepared to answer that question – whether spoken aloud or not – fully and completely in order to close the sale.
 People Buy to Fit in
Unfortunately, peer pressure doesn’t disappear completely once we survive our teenage years – it continues on well into adulthood. This motivating factor is related to what looks good, makes us feel attractive or successful, what’s in style, or what everyone else is doing. This is where testimonials and “social proof” come in very handy during a sales presentation.
People Buy to Make Life Easier
This motivating force is evident by the number of “As Seen on TV” products – gadgets and gizmos designed to take the stress and struggle out of everyday activities like chopping vegetables or watering plants. If you can show a potential customer how a product or service will make their life easier, you will be halfway to closing that sale.
People Buy Because It’s Fun or New
Some enjoy buying because the act of getting something new is fun – others love to buy experiences, items and games for the entertainment value. If you’re selling business-to-business, this may not be the key motivating factor in your sales pitch. However, most people (including business owners and decision makers) are drawn to the “new” which means if there’s anything new or improved about your product or service, you’ve got a good angle for holding the prospect’s interest.
People Buy to Avoid Pain
Even more powerful than the pursuit of pleasure is the avoidance of pain. People (including your prospects) will go to great lengths to avoid pain. However, keep in mind that using this motivating factor in sales requires you to make the prospect feel a little pain…remind them of what happens (or could happen) when things go wrong and then show them how your product or service helps avoid that discomfort or stress.
People Buy to Get a Good Deal
Social coupon sites have positively exploded in the past year or two, and that’s largely because people hate to miss out on a good deal. Nearly forty percent of online purchases are impulse buys, and daily deal sites play to that spontaneity. If you can show your prospect why what you’re offering is a deal that is too good to pass up, and give them a reason to buy right now, then you’re surely close more deals, more quickly.
It’s a well-known fact that people also tend to buy when they can see, feel and experience the product or service (or what it will feel like when they do). Renting a projector and including a slideshow presentation can help close more sales by using audiovisual support to put your prospect in a buying frame of mind. Click here now to rent a slideshow projector from Projector123.com today.
June 3rd, 2011
There is no denying that the use of visual aids can help facilitate the closing of far more sales than the use of a verbal presentation alone. But in case you’re inclined to skip the rental projector for your next major sales presentation, you might want to consider the following factors.
A World of Visual Learners
Nearly two-thirds of the population tend to learn visually, so if you’re relying solely on the spoken word to close your sales, you’re almost certainly leaving money on the table. Visual aids help cement the key points of your presentation, and also aid in retention of information. This can be especially helpful if you find yourself giving your pitch to a decision-maker who ultimately has to get approval from a higher decision maker. The more key fact they can relate, the better the chances of receiving the green light for purchase.
Problem Solving: Means to an End
It has often been noted that the best sales professionals are those who can truly listen to their prospects, discover the prospect’s most pressing problems, and offer feasible solutions for resolving the problems. In this way, problem solving is a means to an end for any sales professional worth his or her salt. Now just imagine how much more of an impact a sales representative can make with visual support. This makes it even easier to demonstrate the problem-solving features and benefits of the product or service in question, through the use of key facts, statistics, research, demographics, client testimonials, etc.
To Envision Themselves
The best sales professionals are well aware that one of the most certain ways to close a sale is to assist the prospect in envisioning themselves happy, and finally free from their most pressing problems. When the prospect sees themselves as happy as a result of using your product or service, the sale virtually closes itself. Visual aids assist in this mental envisioning process, also called “visualization,” which has been studied in depth for decades. The positive response is remarkable, and you will notice a difference in your closing rates when you can incorporate this envisioning process into your sales conversations with prospects.
/>Overcoming Objections
Preparing a presentation ahead of time allows you to address the most common objections, without feeling as though you are overcoming objections (which is considered a turnoff by most prospects). For example, if the most common reasons for someone not to buy from you include cost and time investment, you can easily refute these objections with clearly displayed data in your PowerPoint presentation.
The Polished Professional
Let’s face it – a sales professional who arrives and presents a polished, clear and informative presentation in a highly professional format (such as a portable LCD projector) appears far more polished than a sales professional who arrives with only a briefcase. Audiovisuals close more sales, period.
As if these aren’t reason enough to rent a projector for any key sales presentation, Projector123.com provides even more reasons: you’ll find only professional-grade, fully reliable, surprisingly affordable projector rentals, delivered when and where you need them. Click here now to learn more.
May 4th, 2011
We continue our Psychology of Sales series with a look at how images and visual support can impact your ability to close even more sales. You’ve heard the clichés: a picture is worth a thousand words, don’t just tell ‘em – show ‘em, have to see it to believe it, etc. These are more than just trite axioms you’ve heard hundreds of times – they are truths, and if you’re in the sales industry, it would behoove you to pay attention to visuals during your sales presentations.
 Approximately two thirds of all people are visual learners, which means they must see something (images, people, film, etc.) with their eyes in order to fully understand and retain the information. If you don’t have a visual component to your sales presentation, you are certainly missing a beat.
Visual elements can be added in a number of simple, seamless ways, for example:
- hand the prospect a brochure, pamphlet, sample, or other visual representation or summary of your product or service
- direct the prospect to your website, where he or she can view statistics, testimonials, examples, specifications, research results, movies, etc.
- use some kind of dynamic visual during your presentation (projector and slide show, laptop, three-ring binder, etc.)
- have the prospect interact with you by instructing them to draw an illustration that makes your point more evident, details benefits or features in a line-by-line fashion, calculates simple (yet impressive) numbers realistically representing their cost savings or potential earnings, etc.
- show the prospect photos and written testimonials from other satisfied clients (this is sometimes called “social proof”)
- bring your product with you, and if you can’t give the prospect a sample, demonstrate use of the product so they can see how it works
- have the prospect close their eyes and imagine something (especially if you can have them imagine the solution to a problem they have, a solution that is preferably created by whatever you’re selling!)
By adding one of more of these visual selling methods to your presentation or pitch, you should notice an increase in your closing rate.
But what if you’re stuck with strictly phone sales? Don’t worry, you can still incorporate visuals by directing prospects to your website, having them write down your name and telephone number, emailing (or snail mailing) them a follow up message, shipping a sample or brochure, etc.
In the psychology of sales, we look at specific reasons that people buy, and visual support is definitely one of those factors. Many real estate agents have said that the easiest way to sell a house is to help the potential buyer see or imagine themselves living in the house. If they can “see” it, then they are much more likely to buy it.
To cinch your next sales presentation, why not arrange for a rental projector from Projector123.com? We provide only the highest quality rental projectors, and ordering is as easy as 1-2-3. Click here now to discover the Projector123.com difference today.
April 27th, 2011
We’re back with another installment in our ongoing series called the “Psychology of Sales,” and this time our topic is the mindset of success. It’s true – the most successful people all have something in common: they have trained their minds to focus on success.
Think about it, have you ever met a truly successful person who spent all their time focusing on problems, complaints, or what wasn’t working? Odds are, the most successful people you’ve met are focused on much more positive things: their goals or desired outcome, the action steps necessary to get there, problem solving, creating win-win scenarios, and much more.
 We’re talking about more than just positive thinking or a good attitude – we’re talking about cultivating the mindset of success. This means surrounding themselves with positive people and masterminding with winners — people who are focused and connected. Additionally, most successful people do not allow themselves to be subjected to a lot of negative communication. Instead, they prefer to watch positive, uplifting films and television, and read personal development or motivational books and magazines.
Put simply, successful people eat, breathe, speak, hear and surround themselves with: success.
Additionally, successful people typically feel fairly neutral about failure. They understand that some failures are inevitable, and that failure is part of learning. When they fail, they don’t need to be ashamed or fall into a deep depression, they simply realize that they just found one of the ways that won’t work, and now they can look for a way that will work.
So how can you cultivate this mindset of success? Here are some tips:
1. Start a media fast. It’s true – the vast majority of media content is negative in nature, especially the news. Try putting yourself on a media diet for just one month – no news, newspapers, gossip magazines, horror movies – nothing that falls outside of the “motivational media” description
2. Read inspiring or uplifting books and materials. Check out the “personal development” section of your local library or bookstore. If that’s too far outside your comfort zone, stick with motivational biographies and non-fiction.
3. Set some powerful goals. Check out earlier posts on this blog for powerful goal-setting tips.
4. Start a mastermind group. Find a handful of likeminded individuals who are also committed to their own success and meet on a regular basis to discuss ideas and help each other be successful.
5. Focus on success. Imagine what it will be like when you’ve already achieved your goal, and focus on your own imminent success.
Want to ace your next sales presentation? Click here now to rent a projector from Projector123.com today and put your best foot forward to close your next big deal.
April 1st, 2011
This month, we continue our ongoing series on the Psychology of Sales, and this time, we address a core underlying issue: personal integrity.
But what does personal integrity have to do with succeeding in sales, you ask? Excellent question!
 You have likely met (at some point in your lifetime as a consumer) the kind of sales person who made your skin crawl. Whether they smiled too much, came across as fake or sleazy, or just weren’t likeable for some reason you “couldn’t quite put your finger on,” you did not want to spend any more time than necessary with this kind of sales rep. On the other hand, you may have had the pleasure of meeting the kind of sales rep who made you feel as though he/she genuinely cared about your problem and authentically wanted to solve it. You may have instantly felt a sense of trust, comfort, or ease with this kind of sales person.
In many cases, the sales professional who instantly comes across as trustworthy and honest is the one who possesses a high level of personal integrity.
According to Wikipedia’s definition, integrity refers to a “perceived consistency of actions, values, methods, measures, principles, expectations and outcome.” Personal integrity refers to this same level of consistency and congruency within a specific individual.
When a salesperson practices consistency of actions and values, it means that a sales rep who values honesty will speak, act and conduct business accordingly. Now can you see why you instantly feel at ease and trusting of certain sales professionals, but not of others? It has everything to do with their personal integrity.
But how can an individual sales person increase their level of personal integrity? This is certainly easier said than done. Increasing one’s personal integrity involves bringing consistency and congruency into all areas of life.
Some examples might include:
- keeping your car and home neat and clean
- practicing honesty in all your communications and relationships
- not stealing office supplies
- etc.
Can you see how these appear to have nothing to do with sales per se (it is unlikely that a prospect would ever see a sales person’s home), but have everything to do with maintaining a high level of consistency and congruency across the board.
It is not possible to maintain personal integrity part of the time. In other words, you can’t be honest and forthcoming in your job, but not your personal relationships, and expect to maintain personal integrity. It’s about demonstrating consistency across the board (especially when no one is watching).
Truly great sales personnel are always striving to improve themselves and raise their level of personal integrity.
Likewise, the best sales professionals know that audiovisuals can make or break a sales presentation. For your next major client pitch, why not rent a projector from Projector123.com? Our professional grade rental projectors are easy to set up and really take your presentation the extra mile with high quality outputs, total portability, and a sleek and streamlined appearance. Click here now to rent a projector today.
March 7th, 2011
Welcome back to another piece in our series on the Psychology of Sales. Today we tackle an all-important skill to master: acing the phone. Whether you are a professional telemarketer, a cold caller, or even if you receive warm leads to contact, odds are you have to do some phone work before you can close a sale (even if it’s just to book an in-person appointment!) Here are the best tips for nailing that time spent on the phone.
Step 1: Focus Fully and Completely
Multitasking is simply not an option when you’re on the phone – you’ve got to give phone time your undivided attention. That means you’re not doodling, you’re not on Facebook, and you’re not watching your cubicle neighbor do his impression of a crazy monkey. You’re alert, attentive and fully focused on the person on the other end of that line.
 Step 2: Smile While You Speak
Yes, it may well be the oldest tip in the phone sales book (so to speak) but there’s good reason for it – it works! Consider that you’d never greet a friend or pop in on a business in person without a smile on your face, so why would you skip the smile via phone? Do it, it works.
Step 3: Pay Attention
Active listening is the key to successful phone work. Pay attention to the person’s voice (what does it tell you about their mood, how they feel about their job at the moment, their reaction to you and what you’re saying), their name (who were you speaking with? Can you effectively use their name when speaking to them?) and their message (is the person you’re attempting to contact unavailable because he or she is on vacation, or just at lunch right now? Is it best to leave a message or call back later? Can you reach that person now on their cell phone?). Many people overlook this step, and because of that, they can’t get far past a gatekeeper.
Step 4: Take Notes if You Must
If you have a short-term memory that’s lacking, take notes if you must. But keep your notes orderly or organize them (or enter into your contact management database) at the end of each call or block of calling time so you can make sense of them later.
Step 5: Skip the Autodialer (if Possible)
While it’s true that autodialers can make life easier, and that they’ve come a long way since their inception, they still have a long way to go and it’s easy to slip up or keep someone waiting (Hello? Hello? Can you hear me now?) if you’re not completely familiar with the workings of your autodialer, so it’s best to skip it entirely.
Step 6: Don’t Take a Quick “No”
Don’t take a quick “no” over the phone – practice overcoming objections so that you can execute each call smoothly and effectively. Whether you are calling to schedule a sales appointment, returning a call, or performing inside sales, this is an essential skill.
Step 7: Reciprocate
Remember to use these same tips whenever you answer your phone – not just when you’re making outbound calls. That will ensure that you ace every call back you receive.
When you do get the in-person sale, make sure to reserve a rental projector from Projector123.com to present a top-notch, professional sales presentation. Click here to rent a projector now.
February 4th, 2011
Welcome back to another installment in our Psychology of Sales series. This month, we tackle an all-important sales skill: mastering proper use of eye contact.
When used properly, eye contact can help you establish fast rapport, build trust, and close more sales. But if used inappropriately, eye contact can serve as a turnoff for your prospects, resulting in fewer closed sales. Here are some excellent guidelines to help ensure that you use eye contact properly, especially in sales presentations and face-to-face communication with prospects.
Be Natural
If you try, I’ll bet you can think back to a time when you had an in-person conversation with someone who made you uncomfortable. It might have been something as simple as a gaze that was too intense, or perhaps they were standing too close to you. More than likely, you wanted to get out of that conversation as quickly as possible, and had no desire to engage in conversation with them again. What was missing in their communication and body language was a sense of being calm, relaxed and natural.
Being natural is as easy as just relaxing and being yourself. This is not something that can be faked! Even actors must actually put themselves at ease in order to appear relaxed and “natural.” When you are being natural, you will find that eye contact is not something you have to think about or practice – it just comes easily. In contrast, when you focus on pushing eye contact to create more of it, the other person can actually feel as though you are invading their personal space, which is most unpleasant!
/>Don’t Stare
Remember, eye contact is a natural occurrence between two people who are engaged in conversation. Making eye contact does not mean staring at the other person. It is natural to make eye contact sporadically, as opposed to looking into your prospect’s eyes throughout the entire encounter. Eye contact is also important during key moments in a conversation, including: when you are making your sales pitch or call to action, when you are listening to the prospect tell you their issues or needs, and when you are wanting to gain their trust. Notice how you naturally use eye contact in conversations with non-business associates (people with whom you feel very comfortable) and apply these same mannerisms in your conversations with prospects.
Remember to Smile
Unless it’s a serious or dramatic part of your conversation, you should smile while making eye contact. A natural smile will help you to keep your eye contact authentic and appropriate.
In addition to using proper eye contact, it makes sense to incorporate appropriate audiovisual support in your sales presentations. To showcase images worth thousands of words, rent a projector from Projector123.com and watch how many sales you can close! Getting started is easy, just click here to learn more.
January 7th, 2011
Welcome back to another installment in our “Psychology of Sales” ongoing series. In this installment, we look at one of the classic adages of the sales profession: ABC = Always Be Closing. When you’re always closing, it simply means you’re intending to close the sale, and you’re assuming the prospect will buy. Your language, your attitude, and your overall demeanor all serve to express this intention. But how exactly can you always be closing? Here are some tips.
Language
When you are confident that the prospect will buy, your language reflects this assumption. For example, if you know the client will buy, then you would be more inclined to say, “When you receive your product, you’ll notice that…” as opposed to, “If you decide to buy, you’ll notice that….” Your language lets the prospect know in very subtle terms that you are here to do business, and that you fully expect them to buy. Your assumption that the prospect will buy is what allows you to easily choose words and expressions that convey this assumption.
 Clarity
It also helps for you to be crystal clear on what you’re selling, why it’s of benefit to the prospect, why your company or product is superior to the competition, and why it’s worth the cost. When you are crystal clear on your offer, it makes it that much easier to really hear what the prospect is saying, and to demonstrate how what you’re offering is a perfect match. Your clarity around what you are selling (and why) is what enables you to effortlessly ABC (always be closing) because you already know you’ve got the goods, and can easily demonstrate this throughout the sales conversation or presentation.
Professionalism
Practice your pitch until it’s perfect. Reading from a script is one of the worst ways to try to make a sale – it’s an instant turnoff and a sure sign of a novice. When you’ve nailed your pitch, you won’t be thinking or worrying about what to say, and it’s much easier to come across as natural and approachable when this is the case. A smooth and polished pitch (not rote) demonstrates confidence and professionalism, and puts you forth as someone the prospect can trust because you know what you’re doing, you know what you’re offering, and you’re here to help. Additionally, a professional appearance and demeanor also lets the prospect know you are serious about your meeting, your product or service, and your job as a sales professional.
We hope you’ve enjoyed this segment on the Psychology of Sales. Got great tips for closing more sales? Why not post a comment here and share them with our community. We appreciate your feedback!
In the meantime, if you want to present yourself and your product or service as professionally as possible, rent a projector from Projector123.com. We only feature the highest quality professional rental projectors, and we ensure that the entire process – from your secure online order to your ease of use to your simplified return – is as smooth and effortless as 1-2-3.
December 6th, 2010
Here we conclude with part two of this Psychology of Sales installment on creating a sense of urgency to close more sales.
 Make an Offer
Depending on the nature of your sales position, your company, your product and your industry, the urgent offer may already be handled for you. For example, if your product is popular as a gift, then you may find it much easier to sell during holiday season (Christmas, Valentine’s Day, etc.) In some cases, the company may create the incentive (limited time offer, one-time-only offer, limited quantity available, bonuses available now, buy one get one free, free or discounted shipping today, operators are standing by, refer a friend today and get something extra, etc.) You can create a sense of urgency by making an offer that will not last, and this can provide the incentive your prospect needs to take action today.
Take Advantage of the Season
For example, if you’re in B-to-B sales, right now (the end of the year) is the perfect time to remind people that their purchase may be tax-deductible. Businesses often justify making necessary purchases and expenditures right now because they can take the tax write-off for the current year.
For a sales professional, this is an excellent way to create a sense of urgency and take advantage of what might otherwise be a slow time of year. However, be careful to phrase your recommendation in such a way that you are not giving advice that you’re not qualified to give! Business owners and operators should always be advised to check with their accounting professionals for specifics with regards to tax laws.
Get Creative
Finally, you can always offer something “extra” to your clients if it helps you close a deal. That might include something you provide on your own expense: treating them for lunch, giving a nominal gift card, a tank of gas, etc. If you use this method, check to ensure that:
1) you are offering a mere token to “sweeten the deal”
2) you are not crossing into any moral or ethical “gray areas”
3) you are offering a gift or incentive that makes sense (preferably related to the sale itself, and a cost to you that is minor in comparison to your commission from the sale)
4) you are not breaking any laws or codes of ethics
5) you are able to deliver what you promise (for example, don’t promise something that is out of your control, such as expedited delivery or additional features at no cost)
6) you are in compliance with your company’s policies and procedures (ask your employer if you’re not certain)
Have fun creating a sense of urgency and closing more sales. In the meantime, why not rent a projector from Projector123.com for your next sales presentation? Remember, a picture is worth 1,000 words. Click here to get your rental projector right now.
December 3rd, 2010
In this post, we continue our ongoing series on the “Psychology of Sales.” This week’s topic is essential for an effective closing strategy: creating a sense of urgency. Let’s explore some powerful ways to do just that.
 Push the “Pain” Button
The absolute best sales professionals don’t just sell, they solve problems. Which means the first step is finding out what the customer needs. While relaying this to you, you can listen for their pain button – high employee turnover, the need for speed, expensive customer returns, etc. – your job is to show them how your product or service can satisfy their need and remove their pain. That is how you nail the sale. If you’ve demonstrated how you can satisfy that need, but the customer still is reluctant to buy today (or wants to think about it, or sleep on it, or get back with you in a month or two, or whatever), then you can push their pain button. For example, consider this conversation summary:
Client has just explained: Our surveys have shown us that when the showroom gets dirty, our sales drop a bit. But the shop vacs we’ve used in the past don’t last very long, and when they break, it takes two weeks for us to get repair or replacement. I feel like I keep throwing good money after bad.
Sales Rep selling high quality shop vacs explains: We can definitely help you, because our shop vacs outperform all other shop vacs in the industry, and we offer extended maintenance plans that can provide you with a temporary replacement unit, should one of our units needs repairs. That would completely solve your current problem of a dirty showroom every time one of your existing shop vacs breaks down.
Client: OK, this sounds like a good idea. I’ll get back to you in a few weeks.
Sales Rep: Sure, that’s no problem. Now, just to be clear – all of your old shop vacs are working perfectly right now, right? I’d hate to see your showroom get dirty again and your sales drop, while you’re waiting to get back to me – especially at this time of year.
Now the client isn’t thinking about the expense of new shop vacs – instead, he’s weighing whether or not he can afford an impending drop in sales. Before he can respond, the sales rep might say:
“You know, we can have this paperwork wrapped up in a matter of minutes, and I can get the new shop vacs to you within 5 days. So what do you say we preserve your sales and make sure that showroom stays spic and span?”
One of the best ways to put your most professional foot forward in any sales presentation is with a rental projector from Projector123.com. Click here to reserve your projector today.
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