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The Psychology of Selling: 13 Steps to Selling that Actually Work



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Video Summary:
The Psychology of Selling Step #1: Drop the enthusiasm.
This is my biggest passion in the sales training space today. Salespeople need to drop the enthusiasm. It’s time to get rid of the excitement when you’re in front of prospects.

The Psychology of Selling Step #2: Stop pitching.Recent sales data shows that one of the biggest reasons that prospects and buyers don’t ultimately choose to do business with a salesperson is that they felt the salesperson didn’t really understand their needs.
                   
The Psychology of Selling Step #3: Pressure is a no-no.Grown-ups are always telling kids that bad behavior is a “no-no”—and this is exactly how I feel about pressure in sales. Never, ever apply pressure to your prospects in a selling situation.                    

The Psychology of Selling Step #4: It’s about them, not you.I once had a boss that used to say, “Prospects listen to one radio station, and that one radio station is WIIFM.” Now, do you know what WIIFM stands for? What’s in it for me.
                   
The Psychology of Selling Step #5: Step into their shoes.Some really powerful data has shown that top performers are much more effective at taking the perspectives of their buyers. When’s the last time you really thought about the experience your buyers go through when talking to you? What about when they talk to your competitors?                    

The Psychology of Selling Step #6: Create value through questions.If you’ve ever watched the show “The Sopranos” then you remember those conversations between Tony Soprano and his psychologist. Did you ever notice how the psychologist never proposes a solution to his problems?
                   
The Psychology of Selling Step #7: “No” isn’t bad.Let me repeat that: “No” isn’t bad. This is such an important part of the psychology of selling. Most salespeople spend their entire careers trying to avoid any type of rejection. But in reality, hearing “no” isn’t a bad thing at all. You see, our data shows that at least 50% of your prospects are not a good fit for what you sell.

The Psychology of Selling Step #8: If you feel, say it.One of my mentors always used to say this, and it stuck with me because it’s great advice. In today’s selling environment, there’s just no time to waste with tire-kickers or people who aren’t a good fit.                    

The Psychology of Selling Step #9: Get deep into their challenges.This is something I’ve been saying for years. Salespeople need to start thinking like doctors, and stop thinking like typical salespeople. The key is to get deep into prospects’ challenges. Most salespeople just identify a surface-level challenge and then immediately offer a solution.
                   
The Psychology of Selling Step #10: Tie their challenges to value.We’ve talked about going deeper to really understand what’s going on in your prospects’ world. Now you want to make sure you’re tying their challenges to a specific value.

The Psychology of Selling Step #11: Make it a two-way dialogue.The psychology of selling shows us that when people are actually speaking, they’re the most engaged. When they’re listening, they may still be engaged in the conversation, but it’s less likely.                    

The Psychology of Selling Step #12: Budget comes later.This is one of the most important elements in the psychology of selling. You never want to begin your sales conversations talking about price or money. This budget discussion should come at the end of the discovery process.
                                       
The Psychology of Selling Step #13: Use feedback loops. I said earlier that it’s important to make your presentation a two-way dialogue. Feedback loops are the most effective way to do this. These are little questions to ask when you’re talking to prospects that will pull them back into the conversation.

So, there you have it. That’s the psychology of selling in 13 steps to selling that actually works. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.

#Psychology #Selling #Steps #Selling #Work

Some Toughts (25)

  1. Avatar
    added on 4 Aug, 2020
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    Talk to Business Owner as a Business Owner ( equal to equal for easiest sale ).

  2. Avatar
    added on 5 Aug, 2020
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    Could someone elaborate a bit on number 3, what's the solution?

  3. Avatar
    added on 9 Aug, 2020
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    Very. Very. Very good.

  4. Avatar
    added on 12 Aug, 2020
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    Too many ads here in YouTube start their messages in a very enthusiastic way. Like "hey do want to start your own business and live your dream?" with dramatic background music. I press skip.

  5. Avatar
    added on 18 Aug, 2020
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    Oh undoubtedly, love the tip on if you feel it say it. Suck out that poison and kill that objection on the spot. I'm absolutely going to add that too my tool bag.

  6. Avatar
    added on 18 Aug, 2020
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    As someone who was lucky enough to go to a school that had a Bachelors degree in Professional Sales, I cant tell you how valuable this video is. Good stuff!

  7. Avatar
    added on 23 Aug, 2020
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    Hi Want to know more about selling products

  8. Avatar
    added on 27 Aug, 2020
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    Nice tips broh, thanks alot!👍

  9. Avatar
    added on 27 Aug, 2020
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    I can tell Marc uses the SPIN method for selling, which is question based selling. This is the system to the madness.

  10. Avatar
    added on 1 Sep, 2020
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    Love the metaphor that selling = persuading spouse and kids to do sth. Errr…Wait a minute, I forgot that I don’t even have a girlfriend whom I’ve successfully “sell” myself to… 🤨😂

  11. Avatar
    added on 3 Sep, 2020
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    Good video!!

  12. Avatar
    added on 4 Sep, 2020
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    Good thing I’ve bump into this video. I’ve been searching for selling techniques and this one really speak through. Simple and clear. Thanks for this!

  13. Avatar
    added on 5 Sep, 2020
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    I love this.. gonna go thru it again and take better notes.. love the part about engaging them.. getting them into the conversation.. thanks my friend!!

  14. Avatar
    added on 5 Sep, 2020
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    What about over phone, Jordan Belfort says enthusiasm works?

  15. Avatar
    added on 5 Sep, 2020
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    Good advice! However, I wonder if most of the tips are more common sense related than psychology. Unfortunately some people have stigmatized this profession because of their "enthusiasm".

  16. Avatar
    added on 6 Sep, 2020
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    Love the behave as a doctor, rather than a salesman. It was as If a lightbulb went off in my head.

  17. Avatar
    added on 11 Sep, 2020
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    Tie the challenge to a value is the deal breaker for me

  18. Avatar
    added on 12 Sep, 2020
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    Great video, the focus on adding value and listening is so important

  19. Avatar
    added on 12 Sep, 2020
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    good one, i like that FM (WIIFM) 🙂

  20. Avatar
    added on 14 Sep, 2020
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    Great video

  21. Avatar
    added on 14 Sep, 2020
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    1:11 love this momment

  22. Avatar
    added on 15 Sep, 2020
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    Wow all are good tips . Thank you

  23. Avatar
    added on 18 Sep, 2020
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    I'm a loan originator and have a hard time trying to encourage the elderly to look at ways to save money and take that money to do whatever they want to do in life. They're set in their ways spending their money on their taxes when they could be saving it and going on trips and such but they tell me they want to sit and watch tv…

  24. Avatar
    added on 19 Sep, 2020
    Reply

    Golden

  25. Avatar
    added on 19 Sep, 2020
    Reply

    Great Stuff

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