Sales-Psychology

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.

The retail industry is going through a wave of transformation and will never be the same. Unprecedented external factors have contributed for a data-driven, digital first, unified future.

Your Ego impacts business, relationships and results. Do you have the desire, or commitment, to shift the way you think about yourself?

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.

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.

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

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.

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.

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?

First impressions do count. The psychology of consumerism tells us that the initial impact of a brand, a colour, a physical layout and a welcoming employee can never be understated.