I happen to deal with a lot of prospects and customers especially at Centreville Tow Truck and the secrets to making sales and getting loyal and happy customers depend on understanding humans. The reason why most people fail to understand other people’s behaviors is that they look at these behaviors and make a judgment, without taking other variables into consideration.
Humans are active agents ever engaged in attempting to satisfy physical needs and mental desires with the ever-changing and complex surroundings while at the same time interacting with surroundings. Our brains structures keep on evolving to support the complex cognitive processes that are defined by what we observe and process.
When it comes to scientific research, human behavior is quite complex and is composed of three main elements; cognitions, actions, and emotions. Actions are behavior and denote anything that can be observed with the use of bare hands or just measured by physiological sensors. An action is more of a transition or initiation from one state to another.
Cognitions as behavior
Cognitions are what define thoughts and mental images that you carry with you, be it verbal or nonverbal. It can be how you remember to buy something or just how you can be curious someone thinks about you. Cognitions are comprised of skills and knowledge. It can be how to use a particular tool in a meaningful manner without hurting yourself.
Emotions are behavior
We can define an emotion as any relatively brief conscious experience that is characterized by an intense mental activity. It can equally be a feeling that comes as a result of either reasoning or knowledge. Its scale varies from positive to negative.
To understand humans, you need to understand actions, cognitions, and emotions. These three aspects do not run independently, they are related. Proper interaction between these three enables you to understand the world around you and that around others.
What you need to know
To properly understand humans, there are key issues you need to know. First, humans are active consumers of sensory impressions. You have to actively work on a something to achieve a cognitive goal. Cognitions are specific to time and situations. Any new information that you receive is accepted, merged and integrated with previous ones for processing and comparison in the cognitive mindset. We talk about behavior, we must understand how it is acquired. When someone acts in a certain manner, we need first to understand all variable and the reasons for acting in such a manner.
A project proposal is a well-drafted statement that is written with the goal of convincing an employer that you are the most ideal person for the job. It is a core document that helps you sell to a potential sponsor as well as stakeholders. A project proposal is unique depending on a project but its formality is the same. There are bare minimum aspects you have to have in a proposal.
There are also vital steps you have to follow to create a winning proposal. Writing a proposal is the first step to explaining what your project will do. To write a winning proposal, here are important tips you have to have in mind.
You need to plan ahead. First of all, think about a proposal as a project in itself, and apply all the project management skills you have towards defining key steps in creating a proposal. Figure out how long it will take and the resources needed to accomplish a project.
You will not be able to wow your audience in your opening pitch if you have a missing executive summary, or if your executive summary is poor. You need to write a high-level executive summary so that your project sounds exciting and addresses the key problems that need to be solved.
Be on point
Any good writing is clear, understandable and is intended for a particular audience. You need to clearly articulate the important details of your project without getting lost in the sea. If you do not point your ideas in the right manner, you risk losing your audience. Ensure that you wow your audience in the executive summary and proceed to lay down step by step processes that need to be done to actualize your project.
Explain how goals will be achieved
You need to explain how goals will be achieved in a simplified and precise manner. The success of your project boils down to how you shall navigate from point A to B. You need to know the key differences between a goal and objective. Goals are broad and define the overall project and should never be vague. Write goals that are smart. On the other hand, your objectives must always support your goals. When writing a proposal, you need to show historic precedents. You don’t have to necessarily reinvent the wheel, but you can use past data and performance to bring out the best out of your proposal.
There is no such a thing like a born salesperson – a great salesperson is made. A great salesperson makes a process look so easy, but the truth is that it takes time, skill and discipline to deliver. Great salespeople are constantly working to hone their skills, understand humans better and work towards meeting their sales goals. Whether you are a first-time sales representative or you are just looking to get back to the basics, there are notable tips and issues you can put in mind to achieve a successful selling process.
Here is what you can do;
Identify your goal
You need to identify your goals and sales target. Without a target, you will not be motivated to sale. Start with the end in mind and have clear goals on all the objectives you need to meet. Be disciplined and work smart to meet your goals. When you know your goals, you equally need to measure your performance. How many customers does your business need and what channels are you using to get these customers. How many leads do you need to close on a customer?
Understand sales as a process
You need to recognize that sales are a process. It is not science and technology or art, it is a process. You need to view sales as a process that occurs through a sales funnel. To get customers, you need to establish their interests and needs as well as products that will meet their needs and suit their styles. The way one business moves through a sales funnel with be different to the process another takes. This means you should not try to copy, but rather be unique.
Identify business pain
You need to identify your prospects’ industry pain and distinguish yourself from others. A true business pain is discussed in the boardroom and is defined by what a business needs to meet in terms of goals and aspirations. As a sales representative, you need to establish trust with your prospects. Buyers need trust, authenticity, and confidence in your dealings. Trust is very important in business and leads to customer loyalty.
Track and Measure
You need to track and measure every step of your business and sales process. The good news is that anything that can be measured can as well be improved. Set smart goals that are practical and can be achieved. Ask yourself the right questions. Compare the rate you are selling today and evaluate if you shall meet numbers at the end of the month. Evaluate your strategies to see if they are working. See the areas that need to be improved and work on improving them.
Understand your customers
You need to sell to people who want to buy. In the early days of your sales career, you might waste a lot of time trying to sell to the wrong people. You might waste time trying to convince the wrong people. Understand people and respect their decisions if they do not want to buy your products. Embrace the power of inbound marketing and create high quality and helpful content, then wait for willing prospects to come to you. You will save a lot of time and effort and you will easily close on sales.
The ability to persuade others is a very important skill which can translate to making huge sales, getting a raise, convincing people to follow your leadership and countless other success issues in business. In your personal life, it can mean winning over your partner, raising well-behaved kids and having friends and family members who listen to you. But persuasion is not just about charisma. Anyone can improve and get better at getting people to say yes to requests. Psychology has uncovered a wealth of data behind getting people to say yes. Here are the tricks to go about it;
There is always an overwhelming urge to pay debts in the process of returning the favor to something good someone did to you. The deep-seated urge of reciprocity is so strong that it defines the very essence we are human beings. To apply reciprocity, you only need to give people things for free. Whoever is on the receiving end of your gift is then indebted to you. You can give anything including a free book, a subscription, a sample, virtually anything. As long as what you give is free, people will always have the urge to repay and can lead to making a purchase.
Commitment and Consistency
We are always driven to remain consistent in our words, attitudes, and actions. We are meant to make some pledge of some kind, to take a stand or to make a decision. There is always an urge to remain in a consistent form with our original commitment. The key to this step is to get an initial commitment which may appear small but it can have a huge impact in the future. The application for this principle is to ask for a simple yes at first, then build on that. This is the technique salespeople usually call foot-in-the-door technique.
Most of us are imitators in most of the things we do. We are in constant look for others for guidance particularly when we are not sure about how to do something. To apply this principle, show others using your services or buying your products. You need to list testimonies of satisfied customers and clients. Feature interesting stories of all those who have been converted to accepting and using your products or services. When people see that what you offer to others is good, they will want to be associated with you.
Irrespective of how reasonable we may think we are, we are always lined towards saying yes to those we know and like. We readily comply with requests which are familiar to us. This is the main reason we find it hard to refuse to buy a product sold by a friend or relative. To apply this principle, you need to be personal and likable. This is a key principle about selling that most people know, but fail to apply instinctively.
Another two key principles behind saying yes are authority and scarcity. When it comes to authority, people will always say yes to you when you possess signs and symbols of authority and expertise. When it comes to scarcity, the fear of loss is more powerful than the hope of gain.