I realize that, just like you, I have often had to deal with the inability to close deals or even reach the decision maker. That is why I decided to write this article, because I have learned during my experience in the sales world that product knowledge alone is not enough : understanding how people think and make decisions is the key to closing deals fruitfully.
Today I want to share with you some crucial tricks that I have learned on my journey. Let's get started!
Building an Empathic Bond: The Heart of Positive Influence
Have you ever thought about the incredible power of empathy in sales? Let me share with you an episode that opened my eyes to this aspect. Imagine being in front of a prospect, with the temptation to immediately start illustrating the features of your product or service. However, be careful: this approach risks putting people in a defensive state, since many instinctively associate this with the idea of a forced sale.
This is where empathy comes in. It’s about putting yourself in the other estonia whatsapp number data 5 million person’s shoes, truly understanding their needs and desires . This isn’t just about persuading someone to buy, but rather creating a genuine connection . I’ve learned that when you stop focusing solely on the sale and start to deeply understand the other person, a special magic happens.
But how do you do all this? The answer is simple: by listening carefully . Asking questions that stimulate reflection and allow the interlocutor to open up freely. When you make this effort, you achieve something extraordinary: trust grows. And in building relationships, both personal and professional, there is nothing more precious than trust. " The key to selling is to stop selling. Instead, start building relationships, " my colleague Matteo Gemelli (or Zig Ziglar, if you prefer) always says.
Because when your interlocutor perceives that your interest goes beyond the sale, when they see that you are genuinely interested in their goal/problem, then they begin to trust you. And this trust is the foundation of lasting relationships . It is not just about closing a sale, but about laying the foundation for a future in which the customer not only returns to you, but also recommends you to others.
So, have you ever thought about how you could put this into practice? I imagine that the next time you find yourself in front of someone you want to do business with, you will try to immerse yourself, listen, understand and build that special connection. In this way, you will not only improve your chances of closing a deal, but you could also build something much bigger: long-term success based on authentic relationships.
Scarcity: The Driver of Urgency That Drives Action
" Scarcity increases value. Shortage increases desirability ." argued Robert B. Cialdini.
Have you ever heard of the mysterious “scarcity trick” in sales? It’s like a magic touch that triggers an instant response in consumers , prompting them to make decisions quickly. Here’s how this psychological tactic can make a difference in sales.
We humans tend to act when we believe we are missing out on a unique opportunity , like a departing train. The truth is that we are more inclined to avoid losses than to seek gains. When prospects see an offer that is expiring, or limited in time, they sense this fear of missing out on the special opportunity, which drives them to action.
But there is a small detail to keep in mind: the timing game . If it is too early, in fact, the customer may not be in the right frame of mind. Finding the perfect moment, perhaps when the person is already interested and involved, is the key to making the scarcity rule work optimally.
In short, this emotional play between urgency and exclusivity can push potential customers to make purchasing decisions quickly. However, remember that it is essential to use it honestly and honestly. Creating scarcity can become your secret weapon to positively influence customers and increase conversions.
