Although we often consider ourselves rational beings, a large part of our decision making and evaluation of situations takes place on a subconscious level. This is something every salesperson must be able to work with. During a sales meeting, your task is to align with the client and reassure them on a subconscious and emotional level that they can trust you and that your product is the right choice. In this article, we present several psychological techniques that can help you achieve this.
Use the prospect's name frequently
When speaking with a client during a meeting, address them by their name from time to time. As explained by the blog of Salesforce, this demonstrates respect, focus, and genuine interest in the customer, rather than treating them as just one of many.
Maintain eye contact
People tend to trust those who display confidence. You can demonstrate confidence through steady eye contact with the client.
Build trust through confident gestures
Do not sit with your arms crossed. Use gestures during meetings to emphasize what you are saying. This will increase the client’s trust in your judgment.
Mirror the prospect’s gestures
Use similar gestures, expressions, and wording as your counterpart. This helps to build rapport and strengthen cooperation.
Use concrete examples
Avoid vague phrases and empty statements. Do not speak in abstract terms. Use stories and examples from your specific customers.
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