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An Introduction To Sales Psychology

By: Mach - Article Submitted on: 2008-10-24

INTELLIGENCE AND EMOTION

Sometimes according to the nature of the products, intelligence predominates emotion.

DYNAMICS OF SELLING

Ideal buying and selling are dynamics of selling. Study of Sales Psychology will help a salesman to achieve his/her goal of effective selling.

Why a person buys a product?
Common answer / tag: I want…/ I need…/ I use…

But buying and selling depend on number of factors and number of processes (Both physical and mental.)

The last stage being the act of buying.

DIFFERENT REASONS OF BUYING:

1. CONCIOUS 2. SUBCONCIOUS 3. UNCONCIOUS

Sometimes true reasons are given. True reason is different from given reason and the person concerned is not aware of the actual reason. It happens mainly in unconscious state of mind. This process in mind is known as RATIONALIZATION.

From the above assumptions we can say that there are number of motives that play, in the mind of the buyer but they must not be confused with the five senses to which effective appeals can be made to create a need for the product. Motives impel action to satisfy that desire. The commonly operative motives are:

a) Self-preservation
b) Pride
c) Self-gratification
d) Cupidity
e) Acquisitiveness
f) Vanity
g) Curiosity
h) Imitativeness

NATURE OF THE BUYER:

If the buyer is educated then

a) He/she competent
b) He/she is not naïve; on the contrary he/she is a specialist.
c) Not easily suggestible i.e. he/she cannot be cheated.
d) Intelligent
e) Analytic

Obviously, a buyer’s mental reaction to a sale is first MIND affected in his or her mind. In other words, sales take place in the mind of the buyers. Sales Psychology is a great tool for selling products effectively and successfully.

The author of this article is sales and marketing faculty for MBA students of Management Institutes of Kolkata, India.

Article Source: http://www.saching.com

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