Sales Communication and Interaction - Sales Skills
Read More: "People do not as much remember what you say but more how you make them feel"
Selling is about influencing people. It's about communication - how well you relate with them.
You must realize that your prospect's decision to buy (or trust you) is emotional. Their decision to buy is quick and often unrecognized.
Frequently, the "buy" decision is not a conscious process. If you think "impulse" buying is restricted to grocery store checkout counters, you are wrong. Most of your purchase decisions are made on impulse.
Even after careful deliberation and analysis prior to any "buy" decision, you still must make a personal decision - and that decision is subjective and emotional and subconscious. We often refer to it as a"gut" reaction. Only later do we devise a logical rationale to justify our decisions.
Put simply:
We buy in our minds and then we find alogical reason to justify our action.
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Comments: 3 
About the Author: Peter Roden
Member Since: 12/28/2008
Company: The Rapport Guy
Industry: Coach
Primary Web Site: http://therapportguy.wordpress.com
Great point
Great article. Your first sentence says it all. It's not what we say, so much as it's how we relate to people that determines our success. We do buy on emotion. As the saying goes, people love to "buy", but hate being "sold". Great communication creates the "buy" mindset. Well said, Peter.
Sonrisas(smiles),
Beth
Excellent!
Well done Peter.
This truly confirms my philosophy about sales.
Hakon.
Great Point
Thanks for your feedback Beth - sounds like we are on the same wave-length here.
I have seen too many clever people with almost immeasurable knowledge fail at selling, and then people less intelligence but who have that special "something" have huge success. They not only sell more product, but seem to get more referrals.
Having both knowledge and communication skills is the epitome, and it is the "super" sales professional who has them both.