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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.

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.

Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions

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You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

The History of Sales Methodology – Part 3 (1990s – 2010’s)

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Sales is one of the oldest professions in the world but where did it all start? Part 3 covers the 1990s – 2010's and the selling methodologies during this period included Relationship Selling, Solutions Selling and the Challenger sale..

Speak to Me – Personalisation in Sales

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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.

Buyer Behaviour Trends And The Impact Of COVID

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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.

How Does Ego Cost You Business, Relationships and Results?

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

What You Will Not Lose in This Crisis

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In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most important to you. The internet meme that the word fear means “false evidence appearing real,” is a nice thought, but in our present situation, there is a real and present danger, one we are working to overcome.