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Influencers Invited Sales Blog

3 Steps to Improve Your Sales Psychology

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Have you ever thought about how and why it is that some salespeople are able to successfully and consistently achieve the results they desire? What do they have that you don’t? What do they do consistently that may be different from what you do? The secret is they understand the psychology of sales!

Psychology is the science of human behavior and the mind, embracing all aspects of conscious and unconscious experience, including thoughts. Through understanding how the mind works, we can establish a mindset for peak performance. The ultimate sales psychology is taking responsibility for your ability to push yourself and others to change, creating a win-win outcome. 

The most successful salespeople are able to comfortably and confidently do two things: (1) They are constantly stepping into situations that make them uncomfortable and pushing themselves to reach their goals, and (2) they confidently influence others to step into uncomfortable situations for their own reasons and support them in realizing their desired results.

Salespeople who possess a specific set of skills and knowledge, distinct from marketing or advertising, can facilitate the exchange of value between buyers and sellers. This is the key benefit to understanding your sales psychology.

What is Sales Psychology? When we utilize our understanding of how the mind works at peak performance during a sales interaction, this is sales psychology. There are three ways to impact your sales psychology:

  1. BeliefIndividuals who get the results they desire have beliefs that align with the strategies they unconsciously utilize. They consciously create beliefs that are in alignment with their desired results. Belief is a feeling of certainty about something, meaning that if you think that something is true or real, it is a belief. Beliefs are often unconscious and can either support you or create blockages to your ultimate success.

Elite sales professionals understand the power of belief. They understand how to internally embrace, strengthen, and update their beliefs when necessary.

  1. Physical ExpressionEffective communication is 55% body language, 38% tone of voice, and only 7% the actual words you use. Most salespeople spend more time worrying about what they are going to say than how they say it. In reality, your words have little to do with whether or not you will close a sale.
  2. Intra-personal communicationThis is how you communicate with yourself. Your self-talk is an essential part of your success. You must be your biggest fan and cheerleader. The most successful people use affirmations to get themselves into their ultimate performance state.

Remember, people buy for emotional reasons and justify with logic. They don’t buy only based on what you say; they will be influenced by how they feel during interactions with you. You must believe in yourself, constantly reinforce that belief with positive self-talk, and demonstrate that confidence in your body language and tone of voice.

 

What is the difference for people with great sales psychology? The difference always comes back to your level of belief. People who accomplish great things have an unwavering level of belief. 

What do you believe? Do you believe that you have the capability to achieve your goals? Do you believe in your company’s products and services? Do you believe in your leaders? In order to accomplish something new, you must first believe that it is possible. 

 

To learn more about sales psychology and other foundational skills the top 1% of sales professionals use to increase sales, visit www.nasp.com and join us in the Sales 101 Program. 

About the author

Brooke Dukes is currently supporting NASP as Chief Sales Officer leading strategy and business development. Prior to NASP, Brooke was a multi-million dollar producer and excelled at various executive-level positions in sales and business development, including two Fortune100 companies. She has worked with some of the largest and most successful companies including Lear, General Motors, and United Airlines, and across multiple industries, such as insurance, skincare and cosmetics, technology, and banking.

Brooke has her BS from Michigan State University. She is a mother of two successful children and an avid traveler. Exploring the world and helping people achieve their dreams is her passion. Brooke resides in Austin Tx.