"The Psychology of Selling" By Prof. Samarth Singh aka Professor Marketing

 

The Psychology of Selling

The Psychology of Selling: You know that moment when you realize you’ve finally won over a tough prospect? There’s no better feeling in sales.

But on the flip side, we’ve all experienced that moment when you realize you’ve just lost a prospect you thought you had.

Both of these moments are deeply rooted in the psychology of selling.

In fact, there truly is a psychology to selling effectively. Yet most sales people have no idea what they’re doing correctly to attract prospects—or what they’re doing incorrectly to repel them.

 

It’s important for Management Students to learn the correct selling skills if they choose to be part of Sales and Marketing field in future.

There are many ways to provide certain skill sets to students such as Case Studies, Sales Projects, Sales role-play, etc.

 

Case Studies

Sales Case Studies provide a better understanding of situations faced by Salespersons in the market place. A success story of companies tells how the employees overcome the barriers and provide solutions to their client’s problem.

You’ve probably heard the saying, “facts tell, stories sell.”

This is not just a line but reality, now a day’s big companies uses case studies in the form of storytelling to attract customers. Storytelling as part of marketing is now accessible to everyone thanks to the Internet. It’s led to a storytelling renaissance where even the smallest companies can use stories to connect with their audience and ultimately, sell more.

Case Studies not only provide knowledge and understanding to students of how to handle objections of clients and to close the deal by providing better solution to the clients but it also prepare students to be able to create stories that help them to attract customers and sell, when they in real situation.

 

Sales Projects

Project-based learning is an instructional approach designed to  give students the opportunity to develop knowledge and skills through  engaging projects set around challenges and problems they may face in the  real world.Sales Projects are the tasks or assignments given to students to  learn skills such as team work, problem solving, critical thinking and time management.

Sales role-play

Sales role-play an improvisation game where  student interacts with individuals and group of students,  acting out the role of different customer archetypes - is an underrated tool for preparing your students  for the unexpected.

Sales role-playing strengthen sales techniques by:

• Learning conflict resolution, through the acting-out of interactions with dissatisfied clients.
• Build confidence in students that make them able to face real time situation in their job.
• Improve presentation skill
• Develop listening skills

As it says "Practice makes perfect". Sales role-play allow students to make mistakes and learn from them so that when they face real situation they won't repeat it again.