The Psychology of the Sales Cycle – Negotiations
If you’re like the vast majority of people, when you make a purchase you want to believe you got a good, or great, deal. What’s your definition of a good deal? The deal is really the value you get from the transaction and when I talk about value I use the following equation: V = WIG/P which translates […]
The Psychology of the Sales Cycle – Objections
“Let me think about it” and “Your price is too high” are two phrases salespeople dread. They’re perhaps the most often cited objections put out by prospects during the sales cycle. As I noted in closing last week, it’s not often a sale is made without resistance. Objections might come after your presentation or they could be peppered throughout. […]
The Psychology of the Sales Cycle – Presentation
You’ve made it through your first meeting and perhaps subsequent meetings with the prospect. These meetings were designed for you to build rapport, learn what the prospect needs and what it will take to land his/her business. Now comes the big day; your opportunity to present. Just for clarification; I use the term “present” when you’re sharing intangibles such […]
The Psychology of the Sales Cycle – Qualification
You made it through the first meeting with the prospect, rapport was established and he/she liked you enough to allow you to come back and continue the sales process. And you enjoyed the prospect enough to want to pursue the business. Now it’s time to determine if you can do business with the prospect. By that I mean, after […]
Influencers from Around the World – Consensus + Scarcity = FAIL!
This month, our Influencers from Around the World guest post comes from Anthony McLean, a long-time contributor to Influence PEOPLE. Anthony is Australia’s one and only Cialdini Method Certified Trainer (CMCT®). He started the Social Consulting Group where he teaches people and organizations the principles of influence. Reach out to Anthony on LinkedIn and Twitter […]
