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Psychology of Selling
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What goes on in the minds of the buyer and seller and how can that knowledge help us?
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There were 8 articles found in this category:
 Selling to Pleasure and Pain
Objectives of the Meeting: 1. Help the team understand what motivates clients to take action and make a buying decision. 2. Review how to use that knowledge to engage in the right activities to increase sales. Materials: Flip Chart; Markers Time Needed: 25 Minutes Introduction – (2 minutes ...
- Assuming is Good!
What!! Haven’t we been taught that assuming makes an ^&%#$ out of you and me? (Ass-u-me) True, but it depends on what you are assuming. If there is one thing that we hate about sales people is when they assume they know what we want and go about pitching their product to get us to se ...
- Strong desire to service
Do you have a strong enough desire to help your clients? There are a number of virtues that are helpful to the person that wants to sell for a living. One of them is a sincere desire to help another human being. I say sincere desire because sometimes that desire has to be so strong that it overr ...
- How to deal with rate shoppers
Everyone is a buyer? I was speaking with someone recently and I asked if they ran into very many “rate shoppers”. They replied that most people they met with were just shopping rate so I asked, “What does the label ‘rate shopper’ mean to you?” Their reply was ...
- Selling vs. Buying
Selling vs. Buying “Sell more products!” “Get more share of the client’s wallet!” “Cross sell!” We hear it constantly as the battle cry of most financial institutions and insurance agencies. Competition is fierce, targets are high, and teams are going ...
- Why Questions Work
Questions direct the focus of our brains. When someone is talking we can be listening to them, or thinking about whatever it is we want to be thinking about. When someone asks us a question however, we are compelled to answer. At minimum, we are obligated to stop thinking about whatever we were ...
- Lessons from CTC
Fusion Sales Tips - Lessons from CTC I was walking out of Canadian Tire recently and got accosted by a teenager asking for donations. This young man obviously had the disease he was raising money for which made it easy to say yes. I fumbled for some lose change, a toonie, a loonie ... somethin ...
- Why Product Dump Works … and Doesn't
Why Product Dump Works … and Doesn't For any of you that have been trained by a Fusion Performance Group consultant you'll know that we rail against the concept of product dump. For clarity purposes, product dump occurs when a sales person suggests a product to a client before knowing whe ...
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