research for sales book!!

Hi everyone,

I have just recently stumbled across this site, and it certainly looks promising. Its a great idea to have a forum enabling people to discuss their ideas and also to assist their fellow sales people.

I am currently toying with the idea of writing a book, which will be investigate the psychology of sales. I have worked in many different areas of telesales and direct sales, and it seems that despite the industry there are many constant factors which will always contribute towards continued sales success.

I would be very appreciative of any and all information pertaining specifically to the psychological aspects of sales!

I believe that once we can truly understand how a client thinks, and fully appreciate the motivational factors which lead potential clients to act, any sales process becomes exceptionally easy!

If anyone would like to contribute any ideas, please do so.

I would be interested in hearing peoples opinions on factors such as, Assumptive sales techniques, Reverse pshycology, leading and closing questions, and anythink that portrays examples of thinking outside the box.

Many thanks.

Welcome to the community.

Quote:

Originally Posted by adammead26

I would be interested in hearing peoples opinions on factors such as, Assumptive sales techniques, Reverse pshycology, leading and closing questions, and anythink that portrays examples of thinking outside the box.

What is your opinion on these factors?

Well personally, i feel that these days to truly succeed, it is imperative to differentiate ourselves, from what everyone else does. I think that this applies regardless of the specific sales industry you are in.

obviously There are some basic sales rules, that need to be followed always. But it seems that many of the classic closes, or theories on sales are very much outdated.

I belive that to truly succeed at sales in these times, a salesperson needs to take a phsycological approach. Ensuring that they understand first and foremost the factors that will motivate their potential clients to act. Once these have been established a good salesperson should capitalize on this knowledge throughout the sales process.

To take things further though, the biggest problem salespeople often have is the inability to overcome objections. Many trainers, will always provide objection responses, or rebuttals. But realistically in your given industry you know you will get the same objections most of the time. So into play comes Pre Emptive Objection handling. You know what they will say so cover it before the objection is voiced. This normally negates the objection but more importantly shows the client you already understand their concerns.

There are so many simple things that can be done in sales, but the results for doing so can be astounding. Asking clients there goals, and showing a true interest by getting them to expand on these can also be useful. And of course if you are doing this at an early stage of the sales process, it can be an affective way to help towards the close, when you detail how your product or servce may contribute towards helping them attain their own goals.

Preempting objections is standard sales training. I wouldn't call that an example of thinking outside the box.

well as i said earlier i would welcome comments on thuis subject.

So please tell me your own opinions on the benifits or detriments of taking a pshycological approach to sales.

and tell me somethings you would call thinking outside the box if you have the time!

many thanks

Quote:

Originally Posted by adammead26

So please tell me your own opinions on the benifits or detriments of taking a pshycological approach to sales.

Hi adammead26,

Please talk some more about what you mean by "taking a psychological approach to sales." What does this mean to you?

The best to you!

	#1
adammead26	research for sales book!! Hi everyone, I have just recently stumbled across this site, and it certainly looks promising. Its a great idea to have a forum enabling people to discuss their ideas and also to assist their fellow sales people. I am currently toying with the idea of writing a book, which will be investigate the psychology of sales. I have worked in many different areas of telesales and direct sales, and it seems that despite the industry there are many constant factors which will always contribute towards continued sales success. I would be very appreciative of any and all information pertaining specifically to the psychological aspects of sales! I believe that once we can truly understand how a client thinks, and fully appreciate the motivational factors which lead potential clients to act, any sales process becomes exceptionally easy! If anyone would like to contribute any ideas, please do so. I would be interested in hearing peoples opinions on factors such as, Assumptive sales techniques, Reverse pshycology, leading and closing questions, and anythink that portrays examples of thinking outside the box. Many thanks.

	#3
adammead26	ideas Well personally, i feel that these days to truly succeed, it is imperative to differentiate ourselves, from what everyone else does. I think that this applies regardless of the specific sales industry you are in. obviously There are some basic sales rules, that need to be followed always. But it seems that many of the classic closes, or theories on sales are very much outdated. I belive that to truly succeed at sales in these times, a salesperson needs to take a phsycological approach. Ensuring that they understand first and foremost the factors that will motivate their potential clients to act. Once these have been established a good salesperson should capitalize on this knowledge throughout the sales process. To take things further though, the biggest problem salespeople often have is the inability to overcome objections. Many trainers, will always provide objection responses, or rebuttals. But realistically in your given industry you know you will get the same objections most of the time. So into play comes Pre Emptive Objection handling. You know what they will say so cover it before the objection is voiced. This normally negates the objection but more importantly shows the client you already understand their concerns. There are so many simple things that can be done in sales, but the results for doing so can be astounding. Asking clients there goals, and showing a true interest by getting them to expand on these can also be useful. And of course if you are doing this at an early stage of the sales process, it can be an affective way to help towards the close, when you detail how your product or servce may contribute towards helping them attain their own goals.

	#4
Houston	Preempting objections is standard sales training. I wouldn't call that an example of thinking outside the box.

	#5
adammead26	info well as i said earlier i would welcome comments on thuis subject. So please tell me your own opinions on the benifits or detriments of taking a pshycological approach to sales. and tell me somethings you would call thinking outside the box if you have the time! many thanks

research for sales book!!

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