Sales-Psychology

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.

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.

You are a rare and highly valuable commodity, exceedingly important to the success of any business. But be careful! The way the sales industry works is subject to change. Today’s sales hero could easily become tomorrow's sales zero.

Emotional intelligence is a skill that’s incredibly beneficial when it comes to sales and business – but its use goes far beyond closing a deal or getting a promotion. EI can help you in virtually any professional or personal activity. Emotional intelligence can be learned – and it really is the key to success!

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

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.

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

The days of the charismatic but tactical salesperson are getting behind us, particularly in B2B sales. A winning personality still goes a long way, but today’s buyers aren’t looking for slick pitchmen.