{"id":603,"date":"2020-10-12T11:52:32","date_gmt":"2020-10-12T11:52:32","guid":{"rendered":"https:\/\/blog.kylas.io\/?p=603"},"modified":"2023-04-24T10:20:00","modified_gmt":"2023-04-24T04:50:00","slug":"sales-psychology-improve-sales-skills","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-strategy\/psychology-behind-selling-understanding-your-customers-and-how-to-sell-them","title":{"rendered":"Sales Psychology for Rookies &#038; How to Improve Your Sales Skills"},"content":{"rendered":"\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">We\u2019re sure you\u2019ve heard the phrase \u201cthe art of selling\u201d. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>But have you ever wondered why there\u2019s no straightforward formula to closing a deal or converting a lead into a customer?<\/em><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Any field that has to do with persuasion requires a deep understanding of people and their psychology\u2026that is why you\u2019ll see that the best salespersons are the best listeners and communicators, easily building rapport, and winning the confidence of their prospects.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">To understand customer psychology is to understand selling \u2013 and therein lies the psychology behind sales.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Sales Psychology for Rookies &amp; How to Improve Your Sales Skills<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-what-does-sales-psychology-involve\">What Does Sales Psychology Involve?<\/a><\/li><li class=\"\"><a href=\"#htoc-5-tips-to-improve-your-understanding-of-prospective-customers\">5 Tips to Improve Your Understanding of Prospective Customers<\/a><\/li><li class=\"\"><a href=\"#htoc-5-sales-techniques-to-make-the-most-of-your-customer-insights\">5 Sales Techniques to Make the Most of Your Customer Insights<\/a><\/li><li class=\"\"><a href=\"#htoc-conclusion\">Conclusion<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-what-does-sales-psychology-involve\">What Does Sales Psychology Involve?<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Broadly speaking, mastering sales psychology involves truly understanding your customer-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-understanding-your-customers-psyche\" style=\"font-size:22px;line-height:1.6\">1. Understanding Your Customers\u2019 Psyche<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">What are their aspirations, what are their habits &amp; lifestyle, how do they like to do business, and also, at times, what are they interested in outside business?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-understanding-your-customers-needs\" style=\"font-size:22px;line-height:1.6\">2. Understanding Your Customers\u2019 Needs<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">What are the problems they\u2019re facing (that you can address with your product\/solution), what have they used and liked \u2013 or not liked \u2013 in the past, etc?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-understanding-how-your-customers-make-sales-decisions\" style=\"font-size:22px;line-height:1.6\">3. Understanding How Your Customers Make Sales Decisions<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This needs to be relevant to your product or service. The manufacturing vertical, for example, is very process-driven and unique. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">But if you work in, say, consumer goods, consider whether your customer is the kind of person to rationalize and use logic for each purchase\u2026or does he\/she make impulse purchases and then rationalize later?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Based on this, you can-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul style=\"font-size:20px\"><li>Improve your performance in the right ways &amp; places<\/li><li>Communicate better and sell smarter<\/li><li>Identify new areas of growth<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">And basically, smash those sales goals!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Let\u2019s rewind a second and answer the question you might be facing right now \u2013 <em>how do you understand your customers\u2019 psyche, needs, and how do they make sales decisions?<\/em><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-5-tips-to-improve-your-understanding-of-prospective-customers\">5 Tips to Improve Your Understanding of Prospective Customers<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2022\/01\/KYLAS-in-blog-infographic-2-4.png\" alt=\"Sales Psychology for Rookies &amp; How to Improve Your Sales Skills\" class=\"wp-image-10652\" width=\"768\" height=\"356\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2022\/01\/KYLAS-in-blog-infographic-2-4.png 1024w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2022\/01\/KYLAS-in-blog-infographic-2-4-300x139.png 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2022\/01\/KYLAS-in-blog-infographic-2-4-768x356.png 768w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-interview-your-current-customers\" style=\"font-size:22px;line-height:1.6\">1. Interview Your Current Customers!<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If you have any customers that have already been using your product or service, design a quick survey that will help you understand their purchase decision and consequent feedback. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Get their unbiased opinion about your offerings, get insights into how \u2013 and how much \u2013 they have been using it, ask them what made them decide to go through with the purchase\u2026<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This will really help you create a full sales psychology map of all the different needs and know how they make sales decisions, which you can then apply to potential customers too.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This will really help you create a full sales psychology map of all the different needs and know how they make sales decisions, which you can then apply to potential customers too.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-actively-listen-to-match-your-perspective-to-your-lead-s\" style=\"font-size:22px;line-height:1.6\">2. Actively Listen to Match Your Perspective to Your Lead&#8217;s<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Everyone views the world in different ways, influenced by past experiences, habits, and personal preferences. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">As a salesperson, your aim should be to understand your lead\u2019s viewpoints \u2013 are they conservative in their thinking, what is their value system like, and what\u2019s important to them in life? You can then use language and perspective that will appeal to them when talking about your product\/service.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The only way to get on the same wavelength as your lead is to actively listen when they\u2019re speaking \u2013 have a positive, approachable attitude and listen rather than interrupt to share your own viewpoint.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It always helps to start with leading questions such as \u201c<em>I\u2019d love to know more about your requirement for our product\/service<\/em>\u201d, or \u201c<em>Have you ever used a product\/service like ours before, and what was your experience like?<\/em>\u201d<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-understand-how-your-customer-thinks\" style=\"font-size:22px;line-height:1.6\">3. Understand How Your Customer Thinks<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">According to the folks at the <a href=\"https:\/\/www.nlpacademy.co.uk\/articles\/view\/what_is_neuro_linguistic_selling\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><span style=\"text-decoration: underline;\">Neuro Linguistic Programming Academy<\/span><\/a>, \u201cBuying is a decision, a behavior, an action, and a state.\u201d<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Understand how your prospect thinks \u2013 <em>Is he\/she more influenced by visuals? Does a unique sales experience \u2013 the environment, the service \u2013 make a bigger difference? Or does the verbal communication you have with them have the most impact? <\/em><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The idea is that with this insight, you can better plan your sales tactics to drive them toward a positive decision, by understanding the sales psychology behind their behavior, action, and state of mind.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-do-some-basic-customer-research\" style=\"font-size:22px;line-height:1.6\">4. Do Some Basic Customer Research<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Just doing some research on a hot lead can give you a lot of insights. Social profiles, corporate profiles, any published articles or content, etc. will tell you so much about your lead\u2019s professional, and to some extent personal, outlook.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-5-research-your-competitors-and-their-work\" style=\"font-size:22px;line-height:1.6\">5. Research Your Competitors and Their Work<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This will not be useful for warm or hot leads, but it will help improve your understanding of the audience in general with regard to your product\/service. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Your competitors \u2013 especially those with a larger reach or engagement than you \u2013 can be a powerhouse of consumer information if their products\/service match yours and cater to the same type of audience \u2013 you just need to analyze what your target audience is consuming in general. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">We won\u2019t encourage mimicking or copying strategies and always remember to take your findings with a pinch of salt \u2013 you need to carve a niche for yourself.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Understanding how your customer makes purchase decisions means understanding how you should be selling to them.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">For example, if they are more influenced by visual media, show them videos of other satisfied customers talking about their positive experiences with your brand. If they are big on family values, keep your tone warm and talk about how your brand delivers on its product\/service promise in line with those values.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">So, get ready and sharpen those sales skills! Without being an expert on different sales techniques and sales psychology, customer understanding will only take you so far.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-5-sales-techniques-to-make-the-most-of-your-customer-insights\">5 Sales Techniques to Make the Most of Your Customer Insights<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-being-genuinely-kind-and-helpful-aka-solution-selling\" style=\"font-size:22px;line-height:1.6\">1. Being Genuinely Kind and Helpful \u2013 AKA Solution Selling<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Remember that the prospective customer you\u2019re talking to is in the pipeline because they have some sort of problem they\u2019re looking to fix or want they\u2019re looking to fulfill. Take time to understand it and be helpful in providing a solution.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The aim of your conversation should not come across as needing to sell, but as wanting to help. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Keep in mind, however, that different customers need different levels of help and guidance \u2013 some simply want questions answered efficiently, and others may need more hand-holding. Here\u2019s where it\u2019s important to actively listen &amp; understand how he\/she thinks!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-brush-up-on-your-market-knowledge\" style=\"font-size:22px;line-height:1.6\">2. Brush up on Your Market Knowledge<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Coming across as knowledgeable or a subject matter expert instantly instills trust in your customers \u2013 and trust is an extremely important ingredient for a sale. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Set a <a href=\"https:\/\/www.google.com\/alerts\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><span style=\"text-decoration: underline;\">Google alert<\/span><\/a> for your domain, stay updated with current events in your industry, and keep talking to people in the industry to keep a finger on the inside beat.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-ask-insightful-questions\" style=\"font-size:22px;line-height:1.6\">3. Ask Insightful Questions<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">By the time your prospective customer is assigned to you, he\u2019s probably already seen the different videos and pieces of content put out during marketing. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">So rather than introducing the product to them, what you need to be able to do is ask just the right questions to truly understand their problem and need, so that you can pitch the product benefits to them accordingly. The more insightful your questions are, the more insightful their answers will be.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-keep-one-eye-on-the-bigger-picture\" style=\"font-size:22px;line-height:1.6\">4. Keep One Eye on the Bigger Picture<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Picture this-<\/em> The more you get to know your prospect, the more you realize that the particular product you\u2019re handling at the moment will not fulfill his need. But you remember your manager talking about a new product that\u2019s launching in a month that will be a more suitable solution and you know that your company is going to be shifting sales focus onto that product. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">So instead of letting your current lead go, you talk to him about how you understand his need and have a product launching soon that will be just right for him. You quickly consult your manager and gather some collaterals to keep your lead engaged until the product launches.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">By keeping one eye on the bigger picture of the company\u2019s goals, and one eye on the customer\u2019s needs, you get into a win-win situation, by focusing on building trust and making a great <span style=\"text-decoration: underline;\"><a href=\"https:\/\/kylas.io\/sales-effectiveness\/communication-tips-for-making-best-first-impression\/\" target=\"_blank\" rel=\"noreferrer noopener\">first impression<\/a><\/span>!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-5-manage-your-and-your-prospect-s-emotions\" style=\"font-size:22px;line-height:1.6\">5. Manage Your and Your Prospect\u2019s Emotions<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Being emotionally intelligent involves regulating your emotions, socializing, and empathizing. When you hone your emotional intelligence, you can easily build a rapport and an authentic relationship with your prospect, which helps you create the right emotional triggers to close the sale. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Remember, more often than not, relationships and emotions play a much larger role in sales psychology than anything else \u2013 understanding how to navigate them will put you in the top 20% of sales professionals.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-conclusion\">Conclusion<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Improving your understanding of prospective customers and improving your application of sales techniques is the closest you\u2019ll get to a formula for successful sales. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Neither is easy to achieve or a quick fix to success \u2013 you\u2019ll have to practice, gain more experience and work hard. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You might even end up failing a couple of times at first. But remember, resilience is one of the key skills in the sales game so, keep working at it!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Also, remember to keep your sales ethical \u2013 when you understand your customer, don\u2019t use your insights to exploit them or oversell, focus on building better relationships so they come away with a positive brand experience.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">If you\u2019d like to share your experience in leveraging customer insights or have any questions at all, feel free to write to us in the comments section below!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We\u2019re sure you\u2019ve heard the phrase \u201cthe art of selling\u201d. But have you ever wondered why there\u2019s no straightforward formula to closing a deal or converting a lead into a customer? Any field that has to do with persuasion requires a deep understanding of people and their psychology\u2026that is why you\u2019ll see that the best &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-strategy\/psychology-behind-selling-understanding-your-customers-and-how-to-sell-them\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Sales Psychology for Rookies &#038; How to Improve Your Sales Skills&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":8818,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,34],"tags":[17,27,29,35],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2020\/10\/PB-Banner-Guide-Images-ONLY.png","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Psychology for Rookies &amp; How to Improve Your Sales Skills | Kylas<\/title>\n<meta name=\"description\" content=\"Broadly speaking, mastering sales psychology involves truly understanding your customer. 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