Sales-Psychology

Handle Objections, Credibility and Social Proof. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.

I started to feel sick last and fortunately it wasn't because of Coronavirus. As sales professionals we talk about strategies to maximise conversion, revenue and customer retention but there is a moral and ethical obligation not to rip your customers off.

Reciprocity, Curiosity And Specificity. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.

We all know that panic buying 108 rolls of toilet paper is a dumb thing to do. Yet, this is precisely what many people are doing; people who are otherwise typically quite sane and intelligent.

Without self-reflection, salespeople can find themselves employing the same sales techniques repeatedly, using their standard defaults, while still expecting a different result.

There are seven self-destructive mindsets that new salespeople fall into, and these “traps” are often the reasons why they struggle to find success.

Empathy is an incredibly valuable trait not only to close more sales, but to bring a greater degree of human connection into business and elevate the perception of the sales profession. If empathetic-selling does become more pervasive in business dealings, perhaps we can begin to change people’s long-standing perceptions of salespeople.

One of the greatest attributes of a successful Sales Leader is their ability to effectively communicate.

Customer-Centricity creates positive Customer Experiences. In other words, for customers to perceive a business as being customer-focused it needs to be structured and managed like Jeff Bezos says, i.e. with the customer in mind.

In B2B Sales, you should sell the benefits that your product or service delivers, not the product or service itself. Consider selling the benefits of the benefits.