Successful salespeople convince with emotions. This does not mean that they manipulate their customers or talk them into something. On the contrary. Good salespeople are so empathetic that they pick up the customer's emotional world. They know how to focus on the customer's emotions and interests.
You need 3 properties for this:
1. authenticity
Anyone who allows their personality to flow into the sales pitch will stand out positively from their competitors. It is important to remain authentic and not to pretend anything to the customer. If you are yourself when selling, your language, posture, facial expressions and gestures will fit together. In this way, you appear unaffected in your role as a salesperson, and your counterpart senses that you feel comfortable in your own skin. In this way, you will be perceived as honest and competent.
2. mindfulness
Attentiveness and interest score points in customer conversations. As a good salesperson, you pay attention to the verbal and nonverbal signals of your counterpart. These include the speed of speech, choice of words, posture and gestures. By asking specific questions, you can find out what your customer really wants. A nice side effect: mindfulness prevents complaints. Because active listening is also part of attentive consulting. It signals to the customer that the other person is really interested in him. It prevents misunderstandings and creates trust.
3. adjustment
Your adaptability is also important for a trusting sales talk. Do you respond flexibly to your customers and the respective situation? Do you adapt to the language of your customers? A good salesperson adopts the pace and style of speech and picks up on the customer's statements without imitating them 1:1. You speak clearly and concisely. You avoid filler words and technical jargon. This makes your customer feel understood and builds trust in you. Your figurative language and the comparisons with familiar things remain in the memory of the customer and increase the recognition value. Customers will gladly come back to you.