Warm Reminder: Click the ▲ above to follow "FMCG Distributor Professional Consulting" for more insights on marketing and distributor internal management. From a sales psychology perspective, many clients fear having their intelligence questioned. If you constantly argue with a client over a matter, causing them to develop a rebellious attitude, even a deal that is about to close can be ruined. Besides the way you speak, what else should salespeople pay attention to? Let's share the five taboos of sales psychology that salespeople should avoid.
Taboo 1: Avoid discussing highly subjective topics If you are a newcomer without the confidence to control the time and outcome of conversations unrelated to work, it's better not to bring them up. There are countless examples of losing deals due to discussing subjective topics. For instance, newcomers with limited experience may find themselves arguing with clients over subjective issues, turning red in the face, seemingly "gaining the upper hand," but unfortunately, the deal falls through! What's the point of such arguments if you lose the deal? Experienced salespeople may initially engage in discussions following the client's viewpoint, but they will steer the conversation toward the product being sold. For matters unrelated to sales, salespeople should let go, as subjective topics do little to help our sales.
Taboo 2: Avoid exaggerated or false claims Do not exaggerate the product's features! Because clients will eventually realize whether what you said was true or false. Salespeople should not exaggerate the product's features or value for the sake of short-term sales performance; such actions are like a "time bomb" that, once exploded, could have disastrous consequences! Every product has its shortcomings. Salespeople should objectively and clearly help clients analyze the product's advantages and disadvantages, help them become familiar with the product and market, and win their genuine approval. Remember, any deception or lie is the enemy of sales!
Taboo 3: Avoid discussing privacy issues We should empathize with clients' feelings, not pry into their privacy, nor use our own privacy as a topic of conversation! Discussing privacy is a common mistake many salespeople make. "I'm only talking about my own privacy, what's the harm?" Wrong! Even if you only talk about your own privacy, revealing your marriage, life, finances, etc., what substantive benefit does it bring to your sales? None! Such "gossip-style" discussions are meaningless, waste time, and waste your sales opportunities!
Taboo 4: Avoid asking questions that question the client's understanding During conversations with clients, do you find yourself constantly asking questions like "Do you understand?", "You know?", "Do you see what I mean?" If you worry that clients might not understand you and keep questioning them in a teacher-like tone, they will definitely feel offended. From a sales psychology perspective, constantly questioning a client's understanding will inevitably lead to dissatisfaction, making them feel they lack basic respect, and thus developing a rebellious attitude. Such conversations are a major taboo in sales! If you are truly concerned that the client might not fully understand your explanation, try a tentative approach: "Is there anything you'd like me to explain in more detail?" This will make the client more receptive to you. A piece of advice for salespeople: Don't treat clients as fools; clients are often smarter than we are. Don't replace their strengths with our blind spots!
Taboo 5: Avoid vulgar language Everyone prefers to associate with cultured and refined people, not those who use foul or obscene language. In sales, salespeople must never use vulgar words, as they will inevitably have a negative impact on our sales! For example, if you are a life insurance salesperson, it's best to avoid words like "death," "lose one's life," or "done for" when talking to clients. Experienced salespeople often replace these sensitive words with euphemisms like "pass away" or "not return home." People don't like to hear vulgar language, and it can greatly damage a salesperson's personal image. This is something that must be avoided during the sales process! We must remember that elegant speech may lead you to the fast track to success!