The Sales Psychology Toolkit
By: Matt AddisonThe human brain is complex - like a remarkable living computer that is constantly absorbing and attempting to analyze data, impacting everyday situations and decisions. As salespeople, when we understand even just a little of the psychology at play during the sales process, we possess a great advantage.
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Book DescriptionDISCOVER: How to Use the Power of Psychology to Grow Your Sales.
Think of a sale that you lost (all salespeople have them!) Were you ever confused as to why? The product was good, the presentation went well, you gave the customer all the information they wanted, and you followed up promptly. But no cigar.
Very often the salesperson's answer to the 'one that got away' lies somewhere hidden within the customers own psychology - in the maze of cognitive shortcuts and biases at play in the customers mind that perhaps even they don't understand, let alone tell you about.
But what if there were simple changes that you could make during the sales process to change the outcome of the sale? Changes such as deliberately using different body language, another choice of words, a minor adaption to your presentation or the language you used during your follow-up discussion. It's not that hard to do these things - it's simply a matter of knowing what works and how to apply it.
RIGHT NOW: Unlock the Power of Psychology to Boost Your Sales
The human brain is complex - like a remarkable living computer that is constantly absorbing and attempting to analyze data, impacting everyday situations and decisions. When you understand even just a little of the psychology at play during the sales process, you possess a great advantage. You can strengthen your arguments, overcome objections, anticipate your clients reactions and connect more powerfully with your market.
Loaded with relevant stories, research, examples, and actionable steps, The Sales Psychology Toolkit is for sales and business people who are looking to improve their sales technique. Here's just a little of what you'll discover in The Sales Psychology Toolkit:
-How giving the customer permission to walk away from the sale actually increases conversion. (Chapter 1)
-How Apple grew a legion of fanboys and how to do this for your product or service. (Chapter 2)
-How your expert knowledge can kill a sale and what to do about it. (Chapter 3)
-Why fewer options can actually increase sales conversion. (Chapter 4)
-Three ways you can use positive emotions to win clients. (Chapter 5)
-How to make connections with customers that are instantly more personal. (Chapter 6)
-How to frame your pricing discussion to increase the customer's perception of value. (Chapter 7)
-How to use the cheerleader effect to improve your products appeal. (Chapter 9)
-Why case studies are such a powerful tool and how to use them to boost marketing and sales. (Chapter 11)
-Three ways to satisfy your customers thirst for information without giving them analysis paralysis. (Chapter 12)
-How to use your customers fear of missing out to shrink your sales lead time. (Chapter 13)
-How good looking salespeople get higher sales and three things you can do if you're an ugly duckling! (Chapter 14)
-How the order you present your products in effects the customer's purchase decision. (Chapter 15)
-How to find a champion for your product within your prospects business. (Chapter 16)
-Four key differences to understand between older versus younger customers. (Chapter 17)
-What the Ikea brand teaches us about increasing customer engagement. (Chapter 19)
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