Written by Matthew Narcisse
Matthew Narcisse is a junior at the University of Florida studying psychology and business. He is interested in a career as a market researcher and plans on continuing his learning after undergrad to become a psychologist. In his spare time, he serves as president of the Southern Scholars Foundation and volunteers in his community.
The brain is the most complex and vital organ in the human body. I plan to utilize my studies to improve mental health and understand human behavior. In my experience with mental illnesses, I’ve acknowledged how important mental health is. I’ve been exposed to the crippling effects of depression and anxiety and want to be a friend to those in need of help. I am determined to be a psychologist and believe all my experiences in life have prepared me for this path.
Beyond researching the market, I strive to analyze the mental processes that occur in the minds of customers. Understanding the psychology behind sales allows companies to increase reciprocity thus building a strong relationship with customers. The best relationships are grounded on giving rather than receiving. The sales process is a way to provide the customer with a product that benefits them more than the seller. Having this ‘giving’ mentality makes an honest and admirable salesperson.
There’s no question that giving is powerful. We tend to be more interested in ideas that offer a particular benefit to us. That’s just human nature and for the most part, it’s understandable. Why would you waste your limited time on something that yields no value to you? In sales, build connections that are personable, so that customers can invest their attention into what is being said.
The best way to build connections is to get personal. Show interest in getting to know them by asking genuine open-ended questions that create new conversations. Be active when listening by making a conscious effort to identify what the customer needs. These approaches make it easier for the potential buyer to invest in the conversation.
Take initiative when giving. This shows your enthusiasm about providing solutions for what the customer needs. Make an exemplary sale that leaves customers with more than they bargained for. This creates a positive connection with the company. Give compliments based on the personal connection you’ve already built. Smile while you’re talking. Your tone sounds more pleasant and welcoming while doing so.
Make their problem your problem and find the best solution for it. Cater to their wants and needs. Ask questions and put yourself in their perspective. Two is better than one, so work with the customer to find solutions rather than them working with you. Understanding what the customer needs and collaborating with them changes their view of the problem and provides relief.
Show that your organization is working for the greater good of a community. Seventy-seven percent of consumers are motivated to purchase from companies with a commitment to making the world a better place. The product’s abstract value represents something more than just a sale; it’s a contribution to goodwill. In simplest terms, give the gift of giving.
As much as it seems like a numbers game, how to close in sales is about giving rather than receiving. You want the customer to know that their time and efforts are valued. Showing appreciation through giving will build connections with customers and create a good reputation for your company.