Sales Psychology

The psychology of sales leans heavily on reciprocity and understanding the buyer. Treat the prospect or customer well, and you’ve increased your chances of getting the same when they’re ready to buy. These posts can help you.

Losing sales in 5 easy steps

by Ken Dooley

A company whose salespeople exhibit these behaviors is a company on the ropes.

They wait for things to happen. They wait for a call back from a prospect, wait for prospects to call in, wait for a quote, and wait for a decision. This “waiting” activity wastes time and money. It’s a salesperson’s job to drive the sales process.
They act complacent. Prospects are influenced by their enthusiasm or lack thereof. Prospects like to do business with positive, enthusiastic salespeople. They can detect the mindset of salespeople based on the way they think, their actions and their passion for business.
They don’t plan their sales process. Salespeople should try to ask themselves before every call.

The 8 reasons customers buy from you

by Ken Dooley

Guess which one is at the bottom of the list.

It’s price.

A recent survey taken by Alpha Marketing identified these eight leading reasons why customers buy:

The art of getting a prospect to switch from a veteran supplier

by Ken Dooley

Most prospects won’t change suppliers unless you can make a convincing argument to do so.

Here are six tips that may help your salespeople get prospects to look beyond veteran suppliers and consider your products or services.

Which type of comp plan is best for your business?

by Michele McGovern

Every business is different, which is why one-size-fits-all bonus plans rarely have the desired impact, long-term. According to Sibson Consulting VP Joseph DiMisa, every type of commission or quota plan has its advantages and disadvantages. In a recent article, DiMisa explains there are six different types of sales compensation models. We break down the pros…

Ten Commandments for losing good customers

by Ken Dooley

Losing customers requires just as much effort as winning them.

Here are guidelines for losing sales developed by John Graham, consultant and author. Share them with your sales people.

Always have an excuse. Develop a series of phrases and rehearse them regularly so you’ll always have one ready when needed: Examples: “My car wouldn’t start.” “Our prices are too high.” “The alarm clock didn’t go off.” “I didn’t have time.” The economy is bad.” Never be caught speechless when it comes to making excuses for yourself.

How to use the ‘6 Laws of Persuasion’

by Michele McGovern

Whether you’re dealing with prospects or employees, most negotiations are won by those who understand – and know how to leverage – these six laws, outlined in Robert Cialdini’s book, Influence: The Psychology of Persuasion:

Law of Advocacy: One strategy that works particularly well in sales and salary negotiations is to introduce a third party whose chief responsibility is to stand opposed to giving the other party what they want. For instance, a salesperson can tell a prospect he’d really like to agree to all the terms outlined, but his manager may not approve. From that point forward, the prospect views the salesperson as an advocate, fighting to get him the best deal possible. Any concessions the salesperson gets management to “agree to” are considered a shared victory. Managers can use the same tactic during salary negotiations, positioning themselves as allies, willing to go to the CEO (or CFO) on the employee’s behalf.

Five traits that mark a successful seller

by Ken Dooley

What makes a good salesperson? One expert, John Graham, explains what’s worked time and time again for others.

Sales Psychology

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