Psychology of sales

no. 4/2018

Ways clients make our work difficult

Ways clients make our work difficult

Sales are part of almost every aspect of life. People sell everything you can make money from. Although the number of products sold is always growing, sales are getting more and more difficult. Why is that?

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On-line only no. 4/2018

How they see you is how you sell

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...

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no. 3/2018

The language of persuasion in practice

The language of persuasion in practice
The right choice of words during a sales conversation is an element many salespeople don’t pay attention to. Meanwhile, talking with a client is not the same as chatting with your neighbour. If what you say is supposed to have a persuasive influence on the client, you’ll have to follow a few rules.
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On-line only no. 3/2018

How to spot and stop manipulative clients

The sales process is sometimes described as a battle between persuasion and manipulation, and both techniques are usually ascribed to sales professional. But what if it is the client that is trying to manipulate the salesperson? How can he or she manage the manipulative behavior?
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Open access no. 2/2018

12 ways to build positive customer price perception

12 ways to build positive customer price perception

Price is one of the main elements which determine whether the customer decides to buy a specific product. How can you present prices in order to convince the customer to buy? Here are a few examples of how to achieve positive customer perceptions through appropriate price presentation.

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no. 2/2018

From emotional intelligence to sales success

From emotional intelligence to sales success

They used to say, ‘sell or die.’ Today we more often say, ‘make yourself stand out, then let the customer do the buying.’ This new direction in sales is both more optimistic and a little scary at the same time. While for years we have mainly studied‘hard’ techniques for making sales, we haven’t managed to develop soft skills to get to know both ourselves and the people we sell to. Emotional intelligence...

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On-line only no. 2/2018

First of all: communicate effectively!

What you read in the papers or hear on the news or the Internet can often turn out to be not substantial enough, therefore the clients will often ask more questions and they will be in need of trusted advisors. What can a company do to streamline and improve the client-salesman relationship?
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