Salespeople default to the path of least resistance. The easy path. It’s in their nature. Internalizing this sales psychology is critical to business owners and sales managers. Especially given that, in the quest to solve this challenge, the tendency is to throw money at it. “We will just increase the commissions,” you’ll hear it said.
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Your internal processes, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal processes in your company are likely a reflection of those of your buyers. This is useful information for the business-to-business seller. That’s one that sells to a business; for instance, an advertising representative from A. Media Group
This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect continually, you die. Prospecting is the never-ending search for potential buyers for your product. When you prospect, you ensure you are selling to the right person. But it first
If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in reference to repeating the lessons learnt to habit status. Her “iterate” hit the nail much more