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Working in sales was never easy. It takes a lot of knowledge and brain power to execute the sales strategies that work. One of the biggest limitations for successful sales is the fact that in small business, people wear a lot of hats. The owner often has to act as a salesperson while playing point for operations. We've talked before about the ways to increase your sales skills even if you're not a salesperson, and now we're gonna see how to become better at sales by thinking like a scientist.
When listening to your sales pitch, prospects experience various chemical reactions. If they subconsciously hear or see something that causes any negative emotion, like the feeling of discomfort, they can easily turn around and never look back. It's the same vice versa - if they enjoy talking with you, they are more likely to close the deal and even become long-term loyal customers.
That's why it's important to learn how to trigger positive reactions in your customer's brain. The first thing you can do to evoke positive emotions is to increase their oxytocin level.
You probably already know that oxytocin is a hormone responsible for human behaviors associated with relationships, and bonding. Small gestures like maintained eye contact, smiling, and hand shakes can increase oxytocin level and build trust for strong relationship between you and your client.
There's a lot more to this but if you want to learn a few quick strategies and learn how neuroscience affects sales process, read this Inc.com magazine article here.
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