Have you ever wished that you had a crystal ball that told you what your customers were thinking? As salespeople, we can all benefit by understanding the customer's exact needs in order to make more sales.

If you're an effective salesperson, there's a good chance that it's thanks to an aptitude for understanding a client's frame of mind. The field of psychology offers several insights into why certain sales techniques are effective. If you can understand these insights, you'll be able to develop an even more impressive edge in selling.

So if you want to improve your sales technique, try these suggestions:

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1. First impressions: Focus on emotions

Our brains are wired to focus on emotions before logic, and first impressions have a big impact on what your client ultimately decides about your product or service. This is why it's crucial to focus on making customers feel good on an emotional level first, before following up with facts.

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2. Cognitive dissonance: Get clients on board early

Cognitive dissonance is the idea that people are committed to a certain perception of themselves, and that they will tend to avoid putting themselves in situations that negate this perception. In terms of sales, it's effective to ask questions that will get customers "on board" in small ways early in the interaction.

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