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Sales Psychology answers the question – What goes on inside people’s minds and how does it affect the sales process or the buying process? Perception, Attention, Language, Memory, Thinking, and Consciousness are covered in this section.

5 Steps To Create An “Elevator Speech” That Attracts Prospects To...

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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?”

An Expert Guide To Elevator Pitch Mastery – Part 1

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To break through all the marketing clutter, it’s imperative to have an enticing elevator speech that helps you attract more of your ideal customers and gives you enhanced clarity about the work you do.

Why Asynchronous Communication Isn’t Effective Selling

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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.

Sales Psychology – 10 Triggers To Become Highly Influential (Part 3)

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Invoke Fear, Radiate Authority, Honesty and Consistency. 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.

Sales Psychology – 10 Triggers To Become Highly Influential (Part 2)

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Handle Objections, Credibility and Social Proof. 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.

Sales Psychology – 10 Triggers To Become Highly Influential (Part 1)

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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.

The Most Read Articles For 2020

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Here are the top 5 articles on Head Of Sales for 2020 based on website page views which are generated from the email newsletter, social media and search engines.

How Are High-Impact Sales Leaders Hardwired?

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"No matter how much training you give to a donkey… it’ll never win the Melbourne Cup". How should your next sales leader be naturally hardwired in order to improve the odds of them being the ‘race horse’ you want and need?

Is Pre-empting An Objection, Genius Or Insanity?

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Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.

Video Conferencing – 10 Practical Tips

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Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

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