Sales-Psychology Archives

Sales-Psychology

Sales Psychology answers the question – What goes on inside people’s minds and how does it affect the sales process or the buying process? Perception, Attention, Language, Memory, Thinking, and Consciousness are covered in this section.

The Evolution Of The Buyer’s Journey (Part 2)

Buyer Behaviour 0

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.

Selling The Benefits Of The Benefits?

Buyer Behaviour 0

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.

A Practical Guide On Building Rapport In Sales

Buyer Behaviour 0

Rapport is the deepest level of relationship between two individuals that involves sharing common ground, and is established when harmony and accord have been reached between both parties.

Sales Is A Life Skill, Not Just A Career Path

Motivation & Mindset 0

For those of us who’ve spent many years in the sales profession, it’s pretty hard to read words like ‘manipulative’ and ‘sleazy’ without a sense of shame and embarrassment.

Seven Self-Destructive Mindsets In Sales

Motivation & Mindset 0

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

17 Truths Sales Professionals Need To Accept To Win More Deals

Buyer Behaviour 0

Our underlying assumptions—about prospects, our roles and factors that could hinder success—are crucial to our performance. Here are 17 sales truths and why understanding each one helps you win more deals.

5 Strategies To Handle Intimidating Prospects

Buyer Behaviour 0

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.

The Art Of Exceptional Sales Communication

Communication 0

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

Agreement Frames Help You Reach A Solution Together

Communication 0

In NLP the Agreement Frame is defined as a strategy to redirect a person’s argumentative energy, rather than attempting to overcome it. It's a great way to reduce resistance when communicating with people, especially during a negotiation.

Building Your Capability – A Challenge for All

Motivation & Mindset 0

Learning is changing at an unprecedented pace, we are writing our own curriculum and drawing upon all the resources available to enable this to happen.