[Ecohoon] Sales Closing Review_1 Psychological Factors in Sales

Finally, I read a thick sales closing book of about 600 pages. It's not something to brag about having read it once, nor have I grasped all the content. But as I read the book, I organized the things I learned, had to keep, needed to record, and were important to me. I want to leave this as content.

The first series is about the psychological factors that come into play when a sales manager closes a deal.

1. Giving trust
Sales is fundamentally and essentially about giving ‘trust’ to the customer. The customer will use our product, and if they don’t have faith in the product at the decision-making stage, they won’t buy it.

It's natural. I don't buy a product unless I trust it either. Therefore, the sales manager needs to explain and answer the customer's questions, concerns, and worries well.

2. Don't judge a book by its cover
Whether the customer will buy our product or not should be considered by combining the conversation and the overall content. However, we often judge people by their appearance.

For example, there is a person who visits a car showroom wearing stretched-out clothes and dragging slippers, but you shouldn't think, just by looking at that person, 'That person looks like they don't have money. They're just here to look around, they must be broke'.

Therefore, you shouldn't judge based only on the customer's company size, sales, or the inquirer's position. Sales closing should proceed after going through the process of asking questions and confirming through a framework like BANT.

3. Clearly explain the important parts to the customer with your voice and intonation
I learn that it's important to express which parts are important and core with your voice and intonation. I've heard many people say that I have a good voice. So I wanted to use this strength as a salesperson.

Sure enough, the book emphasizes this part. Of course, just having a good voice alone doesn't close a sale. You have to control the strength and lead the meeting naturally.

4. Don't unconditionally discount the price - directly related to the value and quality of the service
In fact, it's a difficulty I experience a lot. Even if I talk about a reasonable price, they want a lower cost. All companies pursue profit. That is the basis of business. Although it is the fate of companies and sales to help customers, we shouldn't give up our profits just for the sake of helping.

You can discount the price, but the value and quality of the service can be reduced accordingly. Of course, you can only put customers who pay more costs as a priority and pay less attention. Therefore, we must evoke the customer's sympathy through appropriate explanations of cost and quality.

I learned these things, but it's not easy to actually use them. I try to give trust, but in the end, there are many cases where I can't overcome the barrier of cost. I realize that I need to study the value of our services, understand the industry, and constantly research how our services can help customers' businesses and products.