Sales-Psychology

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.

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.

Reciprocity, Curiosity And Specificity. 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.

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.

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.

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.

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.

Success starts and ends with your thinking, change your thinking and you change your results.

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.

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.