Sales-Psychology

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.

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.

You are a rare and highly valuable commodity, exceedingly important to the success of any business. But be careful! The way the sales industry works is subject to change. Today’s sales hero could easily become tomorrow's sales zero.

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.

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?

Being able to describe your product or service offering in a manner that everyone understands is one of the most important marketing skills you need to master. Just think how you’ll feel the next time someone asks, “What do you do?”

It’s better to be prepared and not have an opportunity then have an opportunity and not be prepared.

Emotional intelligence is a skill that’s incredibly beneficial when it comes to sales and business – but its use goes far beyond closing a deal or getting a promotion. EI can help you in virtually any professional or personal activity. Emotional intelligence can be learned – and it really is the key to success!

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.