Psychology of sales

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Are you in control of your negative emotions?

Jilly Woodford   Sell it in English 8/2019

What are the negative emotions you are likely to feel at some point in the sales process? How do you, as a salesperson, keep your emotions in check? How can you remain professional when unpleasant emotions rear their ugly head? Are your emotions getting in the way of a sale? We will take a look at some real-life examples with Dos and Don’ts. Finally, you will get some tips and tricks about how to keep yourself in a positive frame of mind.

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‘Buy or Die’

Nicola Lutz   Sell it in English 8/2019

It sounds a bit harsh, ‘Buy or Die’. But it is a phrase I came across in a sales blog a year ago or so and it’s stuck with me. It doesn’t mean literally die, of course, and it’s not a threat that if you don’t sign on the dotted line we will send the knights in wielding axes. This isn’t Game of Thrones, it’s about your sales process.

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Dream team. How to foster teamwork in the workplace

Imagine your team works like a world-class orchestra. Every note is perfectly timed in a synchronized harmony and the audience hear the music soar. Everyone knows their part, and everyone knows how essential their contribution is to the overall effect. The orchestra trusts the conductor, because he is the only person to see the whole picture and to help them combine separate pieces into one. Yes, this is the team at its best.

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Attributes of Sales Eagles

Over more than three decades, our firm has worked to improve the performance of more than 1.5 million sales professionals all over the world. Consistently, we find sellers fall into three categories: Eagle performers, Journeypeople and Laggards. What are the attributes of the representatives in each of these groups, and how can they become a Sales Eagle?

How they see you is how you sell

Monika Mucha   Sell it in English 4/2018 Tylko on-line
In 1999, Tanya Chartrand and John Bargh conducted experiments that provided the scientific basis for describing the ‘chameleon effect,’ a social influence tool. They studied imitation, which is a natural human behavior - in the first days of life, newborns begin to imitate those around them, and as adults we tend to like people who behave similarly to ourselves. Based on these observations, a sales technique called the ‘mirror technique’ was created. The technique is also reflected in NLP.
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The 5 paradoxes of sales

The vast majority of sales and negotiation training materials encourage us to use proven, predicable client acquisition patterns. Needs testing, the language of benefits, attractive promotions, plans for dealing with objections, and proper product presentations are undisputed elements of every salesperson’s toolkit. When analysing research into client behavior, we encounter situations in which their behavior seems completely unreasonable. Sometimes lack of promotions, no language of benefits, or the risk of price hikes prove much more effective than the most sublime and persuasive sales techniques.

Archiwum