Though never knew who said this, but its true!!
Sales is all about psychology selling
I had to accompany my cousin to pick a saree for the forthcoming auspicious event at home.
The salesman greeted us, with his best pleasing smile of the day and made us comfortable at the table. He softly asks my cousin, what is that she is looking for and the approximate budget.
She swiftly replied saying “a saree around Rs.20000/- in lighter shades”, and with the same swiftness he says ‘we have many collections’, whilemy attention was generously spanned between their conversations and my phone calls which warrants me to step out for few minutes on and off.
There comes a bunch of sarees which are lighter in shades and every saree out beats the other. Adding to that, the salesman does the required persuasive selling of more than one saree in a highly decent manner saying “madam,these particular saree’s and these shades suits you so welland It actually compliments your personality”.
I can see my cousin melt and my radars go up with a warning sign. My distributed attention between my phone calls and the conversation there, got solidified to the actual scene of the sale.
By the time I picked up the speed to understand the actual scene in front of me, I had noticed another 2 salesmen advising (politely) my cousin to freeze on any 2 between the 3 options she froze.
She turns to me to take my opinion and before I say anything the salesman talks on my behalf saying “for madam this saree and the other one are too good”, not giving me any room to voice my views.
However, being a seasoned sales person myself, having understood the thorough brain washing that has happened, I was trying to air my views but then it was like throwing a rubber ball on an armored tank.
Though initially we stepped in to buy one saree, here is a situation of freezing two from 3 options. The whole scenario and landscape changed and what came as a limiter is the cost of the saree.
Our initial set price was Rs.20,000/- but this clever salesman showed her the sarees in the price bracket of Rs.29000 to Rs.35000/- A Clear cut case of upsell in the beginning of the sales cycle itself.
On my firm insistence, he showed the sarees in the range of Rs.20000/- which obviously wasa sour to the eye for my cousin compared to what she mentally froze, in the higher price bracket.
In the process, complete mental conditioning happened to look at sarees only at those price range because any thing less than that, will not be a best design or material and may not suit her at all.
I have realized my cousin was hijacked right in front of my eyes by these 3 salesmen.
After a few weeks, when the event day arrived, where my cousin wore only one of the saree’s and is expected to play an important ritual, It made me think…………..
It was a well orchestrated and well rehearsed psychological game played by those salesmen in terms of pampering their potential buyers to convert into a compulsory sale with stretched budgets. It was a well coordinated soft attack where both parties were happy.
In technology companies, I refer to these 3 salesmen as – front line sales Managers/Solution Engineering team / operations team (a common terminology used in tech companies), where if they can be trained to hijack their potential customers through disruptive solutioning and persuasive selling, 75% percent of the deal is done in the favor of the organization.
High Combat sales is all about striking competition bases with connected thinking between the employees of every department working as one unit to strike the deal, as was in the case of these 3 salesmen. For more information visit www.thecatalystcube.com/high-combat-sales
The Catalyst Cube, with more than 20 years of experience, we have learned from each success that, Leadership is all about classified strategic advancements.