A person hears about a hundred thousand words a day. Then try to grab attention with a message that sticks. As a telemarketing agency, SalesQ takes this into account and therefore uses psychological techniques. More than scoring fast with smooth sales pitches, it's about having a good conversation. It's all about persuasion, gaining trust and building a valuable long-term relationship. Because then you really work on growth.

Good salespeople rely heavily on psychology, but there is no such thing as a golden formula that always works. Or maybe there is, but then the inventor is now in the Bahamas. What can you do to maximize your chances of success?

1. Be prepared

The more you know about your interlocutor in advance, the more starting points you have to break the ice. People are busy and you don't want them to disconnect right away. By doing your homework, you avoid failures. There's nothing more deadly than greeting someone on the phone with a jovial 'good day sir' and then finding out you've got a lady on the line…

2. Be kind

Sounds logical, but this aspect is sometimes lost sight of. Robert Caldini1, professor and researcher, ranks kindness high in his list of seven influencing principles that increase conversion. People are more likely to buy from someone they like.

3. Listen

More important than being able to speak well, is being able to listen well. After all, it's not about you, it's about the other. By showing genuine interest and letting the other person finish talking, you gain sympathy. The other feels understood. The advantage for you is that you do not always have to speak. People like to talk about themselves. So you can also feel free to drop a silence.

4. Be open-minded

An open attitude is important. Approach others as you would like to be approached yourself. There is a mnemonic for this: leave OMA at home (Judgments, Opinions and Advice) and use LSD (Listen, Summarize and Inquire). If you do take OMA with you, you will soon be experienced as intrusive.

5. Play with your voice

Lower your voice a little. Many people speak from their throat or nose, which is experienced as tiring or irritating. Breathe from your belly and use a lower range. That helps to keep your attention. Good articulation, not too monotonous and not speaking too fast, of course also helps.

6. Suggest scarcity

A proven marketing tactic. This offer is only valid for a short while. Or: 'there are only a few copies left'. Doubters are more likely to be persuaded if they feel they are missing an opportunity.

7. Do aftercare

If you've closed a deal, don't forget to check again after a while if you like the purchase. Maybe you can still seduce someone, if no purchase was made?

As mentioned, there is no method that guarantees one hundred percent success. You can still show so much tact and have so much training in conversation technique, but you will always meet prospects who say 'no'. Still, with a little psychology you'll probably get better results.

SalesQ can also help you approach (potential) customers. For example with the smartbound method. A way to convert leads into sales: not with a standard story, but by addressing the right people in the right way. In this way you expand your customer base in a future-proof way. Would you like to know more about conversational psychology? Then download our e-book.