Sales-Psychology

“Sales” is tough. It involves rejection, failure, problems, uncertainty and we’re measured like very few other professionals are. How to Stay Motivated and Confident in Sales?

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.

There is one attribute that a highly successful sales person possesses that differentiates them from all of their competition and allows them to exponentially achieve higher results, and more sustainable results.

Never fear what you will lose. Fear instead only, the opportunity cost of not giving every moment of your sales day and life your absolute all! What do you fear? Where does your gut instinct take you? What would you do if you knew you couldn't fail?

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

There is something very human about making excuses for our failures. Our egos try to protect themselves by placing the blame somewhere else, somewhere far away from us.

Invoke Fear, Radiate Authority, Honesty and Consistency. 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.

Technology provides a myriad of tools that allow you to aggregate information and then find relevant content to share. Know your customers, know what drives and motivates them and truly know what information they engage with best.

Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

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.