Psychology of sales


Will they buy, or won't they?

When arriving at a sales meeting, every salesperson has the same question in their head. Armed with appropriate knowledge and experience, they’ll quickly find out the answer during the presentation. Using several factors as an example, we’ll show how to interpret and respond to customer behavior in order to finalize sales.


Dream team. How to foster teamwork in the workplace

Imagine your team works like a world-class orchestra. Every note is perfectly timed in a synchronized harmony and the audience hear the music soar. Everyone knows their part, and everyone knows how essential their contribution is to the overall effect. The orchestra trusts the conductor, because he is the only person to see the whole picture and to help them combine separate pieces into one. Yes, this is the team at its best.


Attributes of Sales Eagles

Over more than three decades, our firm has worked to improve the performance of more than 1.5 million sales professionals all over the world. Consistently, we find sellers fall into three categories: Eagle performers, Journeypeople and Laggards. What are the attributes of the representatives in each of these groups, and how can they become a Sales Eagle?

How they see you is how you sell

Monika Mucha   Sell it in English 4/2018 On-line only
In 1999, Tanya Chartrand and John Bargh conducted experiments that provided the scientific basis for describing the ‘chameleon effect,’ a social influence tool. They studied imitation, which is a natural human behavior - in the first days of life, newborns begin to imitate those around them, and as adults we tend to like people who behave similarly to ourselves. Based on these observations, a sales technique called the ‘mirror technique’ was created. The technique is also reflected in NLP.

The 5 paradoxes of sales

The vast majority of sales and negotiation training materials encourage us to use proven, predicable client acquisition patterns. Needs testing, the language of benefits, attractive promotions, plans for dealing with objections, and proper product presentations are undisputed elements of every salesperson’s toolkit. When analysing research into client behavior, we encounter situations in which their behavior seems completely unreasonable. Sometimes lack of promotions, no language of benefits, or the risk of price hikes prove much more effective than the most sublime and persuasive sales techniques.

Who do we buy from and what are the characteristics of a successful salesman?

Karol Froń   Sell it in English 2/2018 On-line only
The fact that not everyone is cut out to be a salesman, makes a lot of them unsuccessful, which leads to a negative ripple effect and a bad reputation of salesmen throughout the market. It is always easier to blame one’s lack of success on the clients, the products, the company or the industry, rather than admit that the effort was inadequate or insufficient. However, the market is filled with successful salesmen who get results, make big money and develop their skillset while doing it – they become more confident, more communicative, more responsible and they can negotiate better to achieve better sales goals.