Everything is to know the people better than them know themselves. And not necessarily must know that person, as there traits or psychological factors that we can take, and that for some reason tend to be effective in the vast majority of people.Whether we are talking of doing business, as if we are dedicated to the industry sales , and if we face a job interview , we will always try to consider these psychological factors to use in our favor and take advantage of it.
1. Harnessing the mechanism of the memory of the people.
People tend to remember more the first and last things or situations that occur. If you’re going to do a job interview and you’re the first or the last to be interviewed on an equal footing with the other candidates, you increase the probability of being chosen.The psychological explanation is complex, but it’s true.
Without going any further, it is said that the first love is never forgotten.and the truth is not forgotten because it was the most important (as it rarely is), but because it was the first period. And obviously our last partner is the most recent and therefore we have in mind. I personally checked over time how when I had a chance to negotiate with a client and I was the last to present my product, I have always used this advantage, being able to refute the arguments of all the above companies and play with the fact that the “rush factor” is gone, not having anyone else waiting. Therefore, in my case, I have always sought to be the latest in a negotiation where on many occasions, I went out with a closed contract while the rest told them to analyze all offers.
2. Put a mirror in Customer Service.
It is a technique used by many American companies, it has its psychological basis, and that if a customer is unhappy and angry appears to be reflected in the mirror behind the person receives less likely to behave irrationally. I insist: “reduces the likelihood, not canceled.”
3. To get all the information.
If you ask a question to someone and you only partially answered (halfway), keep silent and keep eye contact. Unconsciously that person will give us the rest of the information. It is usually a mistake to ask “? .. ..and what else, for the answer you’re putting egg it is the typical:” There is already .. . nothing more “.
4. A simple way to control your nerves before …
When you’re next to a situation that you know will cause you stress, public speaking, negotiation, interview … chewing gum. ( Read: 9 common mistakes when speaking in public ) is more effective than we think old trick, since it is a way to trick our brains, because our body is programmed to recognize stressful situations, and no one is it running on a battlefield sits down to eat therefore chewing gum (or whatever) we are sending to our brain a false order to think. “If there was danger, I would not be eating” Therefore. lower levels of epinephrine, serotonin, dopamine and the like … But remember, the gum strip before entering the room to a job interview, since the gum is among the most grotesque errors in job interviews .
5. Knows the language of the feet.
Imagine you approach two people who are talking. How to know if you are really welcome in the conversation or otherwise bothering you ?. They’ll never say education will. Watch their feet. If when you look, turn your torso but do not move your feet in the same direction (or a proportional angle), it is because they really do not want you to join the conversation. Of course, it could be because they are talking about something very important or some secret and does not have to be having a bad impression on you. If you’re talking to someone and observe how growing your feet are headed in the opposite position but his torso follow in the same position, it is because he wants to end the conversation now. This part of the body language is often unconscious, but surprisingly visible if you look properly.
6. The first to speak loses.
This technique is well known by most in the world of sales: “in a negotiation, before the closing question, the first to talk always loses”. That is, if once you’ve explained customer the product and price, and it was half-convinced to buy, as you ask him: “How many units you want to send and what direction?”. At that time, the next thing you should hear is the voice of the customer. No matter the length or discomfort of silence. If the seller speaks, the client backs down almost certain. The psychological explanation is due to closing time is most critical around the time of purchase or sale (customer and vendor), so if the seller make the mistake of entering words in that silence, unknowingly are made by the buyer as an “attempt to reaffirm” or “attempt to convince”, being the natural mechanism of the people the feeling pressured. To our mind does not like to make decisions when you are feeling down, especially when money is involved.
7. Earn credibility with your words.
Avoid using the words “I believe that ….”. Use in place “in my opinion …”. Your review may be interesting, but what you think, raises, and the subconscious takes into account those little details. (See also: 10 words that you delete from your vocabulary )
8. Do not let that be an excuse, excuse regálasela and disappear.
Although this has appeared in a joke, the truth is that is used in the negotiations. The husband says to the woman. Honey, take an aspirin. -why- she asks. – For headache. – If I have a headache. Perfect, then let’s make love In a negotiation identifies which are the most likely to be excuses and the other person that the rebate. This is usually achieved by attacking the ego and pride. For example, to prevent an employer makes the excuse that you will not buy the business because sales are not going well, try it himself (for corporate pride) which presume how well the business is doing and must invent a better excuse for not buying.
9. Economizes efforts.
If you go to fight with a group of 3 people, it depends on the way in which you finish the first, must fight with the other 2 or not. That is, if you identify the leader and just with him in a terribly frightening and painful way, you have finished the fight. In a group negotiation, unless you’re negotiating with Japanese, there is always a leader. Focus on him, convince him or anúlalo, but do not let it break you all work at the end. Those who have had to deal with residents already know of what I speak.
10. People may forget what you said, but rarely forget how you felt.
Very applicable to love, but even more true in business relationships. If you get a good customer, try to feel as comfortable as possible and have a pleasant experience. In their purchasing decision, this pleasant sensation is much more positive than the study of all the numbers we gave him. People do business with people they feel comfortable. Equal or with a slight disadvantage, that positive mood will lean in your favor.