Sales-Psychology

Mental health and wellness are critical issues for Australian society. Being extremely successful in sales can look wonderful from afar, but the reality can be very different.

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.

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.

As Sales and Marketing adapt to new market realities and opportunities, they are often presented with a choice regarding their operational structure: either they continue to operate in discrete silos or they adapt to cooperate in ways that will not only make them more alert to their changing markets and customers.

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.

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.

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.

Salespeople have been taught to rely on the asynchronous mediums—even when it harms their results. You should always prefer the medium that is best for the outcome you are trying to create.

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.

Possessing an effective and professional business introduction that spells out clearly and succinctly the benefits that we bring to our buyers is now more essential than ever. If those benefits are also quantified then that's even better. So, why do many businesses and their salespeople turn off their prospects, right from the first contact?