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Posted: Mon Dec 09, 2024 10:33 am
What influences prospects’ choices when they’re negotiating with your team? And what can you do to impact their decisions?
A good part of managing a sales team includes reporting and analysis, planning strategies, and evaluating goal achievement.
Another very relevant aspect, however, has to do with the strictly practical thailand mobile phone numbers database component of selling. We talk about interactions with prospects, the analysis of their behaviors and the best techniques to ensure a winning sale.
No matter how well structured your sales strategies may be, they will be difficult to have practical impact if they are not supported by an in-depth knowledge of the decision-making process behind your contacts' choices.
For this reason, it is of fundamental importance to include techniques related to sales psychology in your training plan for the sales team. The behaviors of your leads are the manifestation of cognitive biases and mechanisms implemented by their brain that, once known, can be influenced.
As Brian Tracy illustrates in his sales manual “ The Psychology of Selling ,” resistance to sales is normal, you just have to be able to get past this barrier and find out what’s behind it.
Here's what you'll find inside this article:
What is sales psychology?
Lead Analysis
Cognitive Biases and How to Exploit Them
What is Sales Psychology?
When we talk about sales psychology, we are referring to the scientifically based study of social behaviors and the functioning of the human brain in relation to purchases. These studies aim to create sales strategies that are based on the internal process that occurs during a negotiation, to have a greater impact on leads.
The fundamental principle that sales teams must deal with is that of reactance (PRT - Psychological Reactance Theory), first observed by the psychiatrist and psychoanalyst Brehm, who fully developed the concept in his publication Psychological Reactance - Theory of Freedom and Control .
This psychological reaction comes into play whenever a customer feels that there is some kind of restriction on his decision-making power, when he feels that his choice is trying to be forced towards a sale.
This is why when your prospects feel too much of a push from your sales reps , they will have the following reactions:
· Reject the offer with an even firmer no
· Change direction completely, possibly even towards one of your competitors
· Withdraw from the discussion and stop responding
So how should your team act to avoid causing the opposite reaction from your contacts to the one you want? Surely the right starting point is an in-depth analysis of the lead you are going to deal with.
Lead Analysis
Unlike a few years ago where obtaining information on a target was a complex operation, today there are countless technologies that allow you to have a clear and complete vision of your potential customers. These countless means are very useful for integrating sales psychology strategies into your company.
The first and essential tools for this process are CRM software , SaaS that allow you to manage contacts in a productive and effective way. Through CRM you can include in the analysis of your contacts every data that involves them: their interactions with your team via calls or emails , their actions on social media, a history of their entire path with your business and much more.
Thanks to this unified portal of information, the system is able to produce reports and analyses that will allow you to have a clear perspective on your leads and better plan the next actions to take with them.
Once you have the right information, the ten questions you need to ask yourself to use the best sales psychology techniques are as follows:
What is the prospect's industry?
To what audience do you offer your services/products?
What are your needs in relation to the service/product I offer?
What are your short- and long-term goals?
How can I influence their achievement?
What current company problems does my offer address?
Which elements have the greatest impact on your choice?
What could stand in the way of your yes, or what has stood in the way of it so far?
What benefits is the prospect missing out on by not partnering with my business?
And what are the benefits you could get from using my services?
Cognitive Biases and How to Exploit Them
Once you have a clear vision of the prospects you are dealing with, you can start to include targeted techniques in your strategy to make the most of the knowledge you have acquired.
In his book “ Influence: The Psychology of Persuasion ” psychology and marketing professor Robert Cialdini analyzes the principles that guide human behavior in purchasing in terms of gaining a benefit or avoiding a loss. Let’s analyze them together and discover how to make them work to your advantage.
A good part of managing a sales team includes reporting and analysis, planning strategies, and evaluating goal achievement.
Another very relevant aspect, however, has to do with the strictly practical thailand mobile phone numbers database component of selling. We talk about interactions with prospects, the analysis of their behaviors and the best techniques to ensure a winning sale.
No matter how well structured your sales strategies may be, they will be difficult to have practical impact if they are not supported by an in-depth knowledge of the decision-making process behind your contacts' choices.
For this reason, it is of fundamental importance to include techniques related to sales psychology in your training plan for the sales team. The behaviors of your leads are the manifestation of cognitive biases and mechanisms implemented by their brain that, once known, can be influenced.
As Brian Tracy illustrates in his sales manual “ The Psychology of Selling ,” resistance to sales is normal, you just have to be able to get past this barrier and find out what’s behind it.
Here's what you'll find inside this article:
What is sales psychology?
Lead Analysis
Cognitive Biases and How to Exploit Them
What is Sales Psychology?
When we talk about sales psychology, we are referring to the scientifically based study of social behaviors and the functioning of the human brain in relation to purchases. These studies aim to create sales strategies that are based on the internal process that occurs during a negotiation, to have a greater impact on leads.
The fundamental principle that sales teams must deal with is that of reactance (PRT - Psychological Reactance Theory), first observed by the psychiatrist and psychoanalyst Brehm, who fully developed the concept in his publication Psychological Reactance - Theory of Freedom and Control .
This psychological reaction comes into play whenever a customer feels that there is some kind of restriction on his decision-making power, when he feels that his choice is trying to be forced towards a sale.
This is why when your prospects feel too much of a push from your sales reps , they will have the following reactions:
· Reject the offer with an even firmer no
· Change direction completely, possibly even towards one of your competitors
· Withdraw from the discussion and stop responding
So how should your team act to avoid causing the opposite reaction from your contacts to the one you want? Surely the right starting point is an in-depth analysis of the lead you are going to deal with.
Lead Analysis
Unlike a few years ago where obtaining information on a target was a complex operation, today there are countless technologies that allow you to have a clear and complete vision of your potential customers. These countless means are very useful for integrating sales psychology strategies into your company.
The first and essential tools for this process are CRM software , SaaS that allow you to manage contacts in a productive and effective way. Through CRM you can include in the analysis of your contacts every data that involves them: their interactions with your team via calls or emails , their actions on social media, a history of their entire path with your business and much more.
Thanks to this unified portal of information, the system is able to produce reports and analyses that will allow you to have a clear perspective on your leads and better plan the next actions to take with them.
Once you have the right information, the ten questions you need to ask yourself to use the best sales psychology techniques are as follows:
What is the prospect's industry?
To what audience do you offer your services/products?
What are your needs in relation to the service/product I offer?
What are your short- and long-term goals?
How can I influence their achievement?
What current company problems does my offer address?
Which elements have the greatest impact on your choice?
What could stand in the way of your yes, or what has stood in the way of it so far?
What benefits is the prospect missing out on by not partnering with my business?
And what are the benefits you could get from using my services?
Cognitive Biases and How to Exploit Them
Once you have a clear vision of the prospects you are dealing with, you can start to include targeted techniques in your strategy to make the most of the knowledge you have acquired.
In his book “ Influence: The Psychology of Persuasion ” psychology and marketing professor Robert Cialdini analyzes the principles that guide human behavior in purchasing in terms of gaining a benefit or avoiding a loss. Let’s analyze them together and discover how to make them work to your advantage.