The Psychology of Sales: 12 Steps to Selling that Actually Work...

1/ Relax

Drop the fake "salesy" enthusiasm

Be real

Be genuine

Show you are in control and get the conversation started off on the right foot

2/ Replace the pitch with a conversation

99% of salespeople pitch early

Never start with a pitch EVER

Ask open questions

You run the risk of pitching to the wrong problem

3/ Take the pressure off

If you try and force the sale you will lose the sale

Have an air of calm

Prospects can feel the desperation

Also...

4/ It's not about you

People only care about themselves

Ask questions about the prospect's challenges and concerns

If you are talking more than the client

that's a bad sign