if you ever try to sell you might find yourself in a situation where nobody really takes you seriously you might even have the best product or service in the market but nobody wants to listen or hear your features and benefits and why is that it's most likely because you do not understand the psychology of selling so what I'm going to do in this video is share with you some of the best tip I've learned over my years of experience in sales and Business Development on how you can take advantage of certain psychology aspects of the
way people think so that you can sell more of your products and service easily now before we get started if you truly want to to master your ability to sell you want to make sure you check out my master class sales legacy.com where we're going to teach you everything you need to know about sales how to make an income in sales and Business Development how to get started in sales from code email all the way to closing the deal so you name it check out sales.com and let's go ahead and get started so if you
want people to listen here's the thing you actually have to listen first and you have to learn how to actively listen most amateurs and when I say amateurs it's like people who are starting in sales they think that they have to be loud they think they have to be a smooth talker they think they have to do the craziest presentation but in reality that's very far from the truth the best sales people I've ever met in my life are actually the best listeners they're the ones that ask the best questions they're the ones I know
how to actively listen so what do I mean so if you say hey John uh just curious how exactly do you do your marketing right now oh yeah so we're using Instagram Facebook Tik Tok da and he goes on and on and on right so what active listening is is as this person says each point you want to do things like nod your head do subtle cues to show you're listening for example uh-huh yeah I hear you okay tell me more more why is that right so you're asking these little questions you're giving these social
cues or these verbal cues you're giving physical cues to show that you're basically following along every step of the way because when sometimes when people talk they go on and on and on but they're not even sure if the other person understands or they listen so what you want to do just to show psychologically that you understand and listen this is all happening in the subconscious is you go uh-huh yeah that's right okay it makes sense okay well I have a question tell me more about that right so when you're doing all these things you're
actively listening you're not just like letting information in one ear and out the other you're showing the person that you actually care and once you actually show the person you care emotionally they actually like you a lot more so when it comes time for your turn to talk and your turn to pitch your product and services they have a much more open ear they're much more open-minded because they already felt like you listen to them so they're going to return the favor right that's the law of reciprocity and also listen to you so active listening
is the key if you don't find yourself actively listening you're just kind of like you're just like looking at the person it's kind of weird right or if you find yourself talking too much if you're talking obviously you're not listening right and so actively listening is the key now number two you want to make it feel like it was their idea so nobody likes to be told what to do right if I said someone buy my software you're messing up they're going to be like who are you to tell me how to run my business
right so instead of you telling them what to do you want to plant the idea that whatever your product and service is is the solution for their problem right and how do you plant the idea well first of all you never directly tell them that they should buy you want to basically plant a little seed in their head and so when they tell you all their problems they're going to arrive at the conclusion that they should buy your software so how do we do this exactly right which me leads me to the third point which
is you want to look for pains first okay so we're going to combine some strategies right here in order for someone to believe that your product and service is good for for them they have to first recognize and accept that they have problems right people only buy based on problems emotional problems that they have like for example if they broke a leg they're going to go to the doctor right or if they're not getting enough sales that is very painful and they can't pay their bills well that's a big problem are they paying too much
tax if you're an accountant right are they overpaying taxes that's a painful problem when they're paying money when they shouldn't so these are problems that you need to identify and how you identify them is you ask them questions right so let's combine these together when you're asking questions you're actually just probing for problems right you can't just ask a random questions you have to ask a intentional question that the other person feels like oh wow like this person's listening they're they're understanding my problem so for example if I'm selling Market Services right I would say
like hey you know how are you exactly using Tik Tok to generate more sales well you know we've been posting content on Tik Tok but it doesn't really generate sales it gives us Impressions but we don't know what to do with it okay well if you're spending time and there's someone posting content shouldn't you be getting a return on investment at least like why would you post it and like get nothing in return oh well you know we want to do it because what every other company was doing we didn't want to get left behind
and this and that okay well if I were you I would kind of think like it's a little wasteful to do that don't you think well yeah but you know we we're trying our best and d da okay well if you're trying your best Why didn't it work and then they really start thinking like okay well why didn't it work maybe we don't have the right expertise maybe we don't have the right team maybe it's that we never done this before and we need someone to come in and do it for us right so if
I was like a marketing agency this is how I would lead the potential client to come to their own conclusion on why they should buy my products and services and so when it comes to asking questions the key thing here is you want to get deeper deeper deeper right in the beginning you're going to be asking surface level questions like I just demonstrated what are you doing to generate sales on Tik Tok but then as they tell you more information you don't ask more random questions you go deeper until you uncover the real truth of
why it's not working for them when you uncover that real truth they're going to in their head think like wow this guy totally understands me he understands my problem more than I understand it myself and I'm the business owner right and so now when you're able to do that you position yourself as the expert in your field which is marketing right so as the expert who knows what they're doing and assuming you have some kind of track record right and you help people before they're going to be like okay well how do I work with
you you how much is it going to cost for you to do the whole thing for me and if you do it for me how many sales are we going to generate right so the conversation start shifting from you trying to convince them to buy your services from them wanting your services but they just want the best price and they want to feel confident that they're going to get a return on investment right and that's totally a different conversation and so when you start switching your frame what essentially happens is you're able to even charge
higher prices because as long as a person believes that they can get a return on investment you know your cost is essentially free right because you're actually making someone money uh in this particular marketing example and so you just want to remember when you're asking questions you want to be asking questions 80% of the time and basically listening and you want to be talking 20% of the time and the only things you're really saying is to set up for more questions and then eventually lead to a really killer pitch towards the end you don't even
pitch that long you just pitch a little bit and then you basically tell them like hey so what do you want to do next you know what's The Next Step do you want to move forward or not and that's pretty much how the sales goes and then one I'll give you one more tip when it comes to pitching right this is something I've been using a lot recently it's been working really well so instead of you telling them they should buy your services like I've been talking about what I like to do is I like
to put myself in their shoes right so if I'm talking to a CEO of whatever company and I'm a marketing agency I'll be like hey you know if I were you this is exactly how I would do it I would post more content I would run more ads I would do this I would do that and then in return I would get more Revenue right it's like saying if I were the CEO this is what I would do with find marketing skill set and they're going to think like okay well this guy empathizes with me
he understands he's obviously an expert in marketing so there's clearly a way for me as a CEO to make more money if I work with this person right and that's how you're basically able to basically say to someone what you want them to do without telling them to do right cuz a business owner doesn't want to be told what to do they want to be their own boss but if you come from the perspective of like hey you know if I were you this is what I would do then they're a lot more open to
it so when you combine all these things together what ends up happening psychologically is number one you're actively listening you're showing the person you care they trust you a lot because this day and age nobody knows how to listen right it's a superpower to learn to listen number two you make it feel like it was their idea right and how do you do that well you look for pains you ask questions you go very deep into what these problems are and then you plant that seed of how they're able to solve their problem using your
services and then from there you know if you really want to hammer it home and and really paint a clear picture on what it might be to work with you all you got to do is say hey if I were you this is exactly what I would do and then if you explain it well enough they're going to be like okay well you obviously you're not me but what would it take for me to hire you to help me build my business or grow my business right from that point on assuming that you actually have
a good service or a good product it's kind of selling itself because you clearly demonstrated that you understand their problem you can solve their problem they're confident in you they like you as a person they can imagine what it would be like to work with you as long as the cost is right and they see that they're getting more value from the cost that they pay you it's a no-brainer for them to want to employ you for your services now if you want more to on how to master the art of psychology in sales to
get people to buy anything make sure to check out my master class sales Legacy where hundreds of people have been through this course to get some of the best jobs at tech companies Consulting companies like Salesforce Oracle HubSpot you name it this training has worked in so many different Industries as well so if you want to check that out check out the masterclass sales Legacy my name is Pat dang and I will see you in the next one
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