The Psychology Of Sales
Today I want to share this 10-minute training video with you that will instantly change your sales game. It will show you why most academics suck at sales and why most founders get the order of their pitch wrong.
I used to think that getting a sale was about charisma and how well you can present yourself. How wrong was I?
You see, 15 years I had a team of 18 sales professionals. The training I put my team through was based on the impulse buying behaviour of people and influence selling. I gave them a script and taught them objection handling and the ways to influence people with scarcity and other tactics (think Cialdini's influence factors).
It makes me cringe today, but this was selling back then.
While this process may still work, it's in no way sustainable for building a profitable business or building a brand that people like. In hindsight, this may explain the high staff turnover (d'oh).
Instead, what I came to learn is that it is mainly about trust, empathy and authority.
And the real art is getting people's attention to demonstrate that they can trust you and that you have something of value for them.
In this 10-minute video, I will talk about our previous model about how empathy, trust and authority are essential to establish rapport with potential clients and bridge this to the application in sales.
It'll change your sales game.
Flavio Hangarter
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