Sales-Psychology

Every real profession demands that its members read to remain relevant. Their members research topics including the latest trends, industry obligations, case studies and research findings. Those within their ranks who are respected most are the ones who develop insights, achieve the best results and publish their findings.

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.

In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most important to you. The internet meme that the word fear means “false evidence appearing real,” is a nice thought, but in our present situation, there is a real and present danger, one we are working to overcome.

We are in the middle chapters of our continuing crisis. Pundits and prognosticators are suggesting that our lives will never be the same, that we will be changed, altered by the events of our time, as were our parents, grandparents, and our ancestors. If this is true, then we should decide for ourselves what those changes might be.

Mental illness does not discriminate by ethnicity, age, gender or career choice. Does selling attract those who are inadequately equipped to cope with the demands of the role?

Constructing the perfect cold email is both art and science. Principles of persuasion and influence can be used to engage recipients of your emails. These formulas work and can compel prospects to respond.

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.

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 basics, whilst important, are certainly no longer enough for the salesperson of the future to hang their hat on. The Connection Economy or the Imagination Era are fundamental.

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.