The first global sales trend is to focus on your internal state, not on the impact on the clients with whom you work. You have always been taught that you have to influence the client in some way: you have to prove something to him, explain something to him. I suggest turning your mind upside down and concentrating on how you will feel when interacting with your clients.
The main secret of negotiation is to emotionally charge your opponent.
It turns out that each of you has mirror neurons in your head that are responsible for the emotional perception of the other person. Surely each of you has been in a situation where you have a good dialogue with one of your clients, and you feel comfortable with them, but when you interact with the other one, it’s like a glass wall grows between you.
Trust – is the basis of sales, because if the client trusts you, he trusts the information you give him. Imagine the following situation: you cut your finger, and your friend advises you to put green paint on your cut finger, and you put green paint on your finger. But if your enemy tells you that, then you have doubts. That’s why it’s so important to establish trust with the client you’re interacting with.
If you know that your emotions are transmitted to your clients through mirror neurons, then you need to get into the state that you want to evoke in your opponent.
The phenomenon of mirror neurons was discovered through the following experiment: two rats were placed in two tanks that did not interact with each other in any way, and one of the tanks was divided into two parts. One rat had a choice: it could sit under a bright, uncomfortable lamp, or it could sit in a dark, cozy hole. The only nuance was that when the rat got into the cozy hole, the neighboring rat would get an electric shock. Neurophysiologists discovered that it was as if one rat could sense the suffering of another rat who was in the neighboring tank.
Thus, a discovery was made that is still used by psychologists all over the world and by sales and communication professionals. Through mirror neurons, the client receives the maximum feedback, which in turn, with the help of neurophysics, will turn in the client into the release of certain hormones, and these hormones will affect the establishment of contact and trust with you.
In order to take advantage of this, you need to create a sincere vector of love within yourself for the client with whom you are interacting. If you are in a state of positive perception, if you are filled with positive emotions, if you love your work and your clients, this will inevitably be transmitted to the people you come into contact with.
When interacting with a customer, think about what it is possible to love him or her for. First and foremost, you can love the customer for creating your Lifestyle. If your client is an executive in an organization, he or she creates jobs and feeds several dozen or maybe even hundreds of families. In the insurance field, clients can be loved for taking care of their children and loved ones when they insure their lives.
Cultivate these thoughts in your head as you go into interactions with your clients. You will see the magic, in literally 5-10 minutes that person will become infected with your emotions and begin to trust you, as those positivity and love that are within you will inevitably be transmitted to your clients through mirror neurons.