In fact, the principles of psychological counseling and product sales are the same. You see, the purpose of psychological counseling is to guide the client to grow independently, and the purpose of product sales is to guide customers to buy things. The final result is to either change the individual's concept or behavior, or change fails. Therefore, we look at sales barriers from an analytical perspective that affects the psychological counseling process. Do you think it works?
Freud was the first to define all things or factors that hinder the consulting process as impedance . He said: "No matter what interrupts the process of analysis work, it can be called impedance." And so on, the factors that hinder our products can also be regarded as impedance.
So how does impedance come about? Why do we encounter so many obstacles in the process of selling products?
From the perspective of psychological counseling, First of all, impedance comes from the pain of growth, or impedance comes from the pain of change. This growth or change means that our customers need to establish new behaviors, new ideas, and new thinking, which means ending old behaviors, old ideas, and old thinking. We need to be clear about the fact that changing the beliefs, values, thinking and behavioral habits that a person has formed over the years is not easy. Those behaviors and things you like over time may have brought happiness to our customers, and the pain caused by changing these behaviors may discourage our customers. Even the strongest psychological person, the process of changing old behaviors and establishing new behaviors will bring psychological conflicts and anxiety to him.
Secondly, impedance comes from functional behavioral dysregulation. simply understands that "functional behavioral disorder" means that the customer's behavior or preferences that seem incomprehensible may meet some of his needs, and thus be strengthened and finally fixed. Although at this stage, what customers have is not the most ideal or even lack it, because they have benefited from it, it becomes difficult to change or replace the original behavior or items. Unless, your products can benefit customers in this regard while meeting more and more deeper needs.
Finally, the impedance comes from the psychological motivation of the adversarial counselor or the counselor. To put it bluntly, the customer either does not want to buy your products at all, or the customer does not like you. Do you want to not want to buy my products at all? Then just throw it over. This is not how psychological counselors solve problems. During the consultation process, we often encounter clients who are forced by parents or relatives to do consultation. The consultation is based on voluntariness. Will the client go back directly at this time? No, we will think that since we have come to the consultation room, there must be a reason. We will try to establish relationships with the client, gain trust, and then look at the purpose of the visit. We aim to help the client achieve his goal. You see if you aim for the customer's purpose, will the product range you provide wider? If you sell ta-pots, you don't need to do it, but ta-pots may need a shovel.
Through the above analysis, it is not difficult to see that to clear the obstacles in the sales process, we need to establish good relationships with customers, gain trust, calm down the conflicts and anxiety in customers, and accurately analyze customers' needs. Of course, you must also be like a consultant realizes that "consultation cannot solve all problems", and you cannot sell the product to all customers. If the product cannot be sold, there may be your problems, product problems, and customer problems.
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