The Psychology of the Sales Cycle – Closing
I remember when I was young and single I would go out with friends and see pretty girls, but rarely had the gumption to go up and talk to them. The reason was fear of rejection. Nobody likes that feeling so we do what we can to avoid that possible self-inflicted wound. In the same way I was […]
Influencers from Around the World – “Tiny Habits” and Principle of Consistency
The April “Influencers from Around the World” post comes to us from Seoul, South Korea, thanks to my good friend Hoh Kim. Hoh and I earned our Cialdini Method Certified Trainer® designations together in 2008. Hoh is an incredibly intelligent individual and an expert when it comes to ethical influence. I encourage you to check out […]
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 […]
