Sales Archives

Why People Buy: The Psychology of Selling

What’s the secret to sales success? How do some salespeople manage to consistently close sale after sale, cashing in commissions, while others struggle to hit their minimum? Salespeople are always looking for the “secret” to selling. Companies spend countless dollars and hours training their sales teams on how to sell. But before you can sell, you need to understand why people buy. In this article, we’ll discuss the top reasons why people buy and how you can use this knowledge to sell better.

Becoming a Successful Salesman: 5 Helpful Tips

What distinguishes a successful salesman from an average one? How do some salespeople manage to consistently close sale after sale, cashing in commissions, while others struggle to hit their minimum? Many salespeople, especially at the beginning of their career, erroneously think that pushing the prospect to buy is the best way to clinch the deal. And while the aggressive approach might work from time to time, it’s not going to bring you consistent sales. Rather than pushing the customer to buy what you have, your job as a salesperson is capitalizing on the desire to buy—that is, making the customer

Modern Sales: The Actionables for Success

What are the three core components of modern sales? Why should you upserve rather than upsell? According to Daniel Pink in To Sell Is Human, the three components of modern sales are the pitch, the ability to improvise, and serving others. In addition, Pink says that you must always be in the mindset of “What can I do for others?” rather than “What can others do for me?”. Continue on for Daniel Pink’s modern sales tips.

Service-Oriented Approach: To Sell Is to Serve

How can taking a service-oriented approach to selling help you close more sales? Why is moving others through persuasion more successful than manipulation? In To Sell Is Human, Daniel Pink explains that modern-day sales are no longer about manipulation tactics and elevator pitches. Today, a much more successful approach to sales is the service-oriented approach. This method focuses on what you can do for the customer, rather than what the customer can do for you. Continue below to learn the rules of service-oriented selling and for some additional tips to help you succeed.

Sales Pitching Techniques: 6 Pitches for Success

Why is the elevator pitch no longer useful in the modern day? What are the best, modern sales pitching techniques? In his book To Sell Is Human, Daniel Pink explains that the elevator pitch is obsolete in today’s world of hierarchies and ease of information. Luckily, there are six sales pitch techniques that are perfect for today which Pink describes in detail. Here are Pink’s six pitches for success along with some extra pitch tips and tricks.

The New ABCs of Selling: A Is for Attunement

What is attunement in reference to sales? How can you use attunement to move others? In the new ABCs of selling, the A stands for attunement. Attunement is the ability for a salesperson to tune into their buyers’ needs and to change their approach depending on the circumstances and the needs of the buyer. Continue reading to learn all about attunement as part of the new ABCs of selling.

Oren Klaff: To Sell Your Idea, Target the Croc Brain

What does Oren Klaff mean by the “croc brain”? How does the croc brain process information? In his book Pitch Anything, Oren Klaff discusses the concept of the croc brain in the context of sales pitching. According to Klaff, one of the main reasons many good ideas get rejected when pitched is because we present them in a way that appeals to the target’s higher reasoning powers (logic and reason) but they are perceiving that information through the primitive crocodile brain. In this article, we’ll take a look at croc brain processing and how it affects your pitch.

Information Gaps in Economics: What Are They?

What are information gaps in economics? Are seller-buyer information gaps good for the economy? When one party doing a business deal has more information than the other party, there is an information gap. Usually, the information gap is such that the seller has more information than the buyer. When this is the case, the market is not running efficiently. This article explains the information gap, discusses how to close it, and examines how to solve broken health care systems using these economic principles.

Caveat Emptor and Caveat Venditor: The Sales Revolution

What do caveat emptor and caveat venditor mean? How has the general feeling around sales shifted? Caveat emptor is the traditional, profit-focused sales model while caveat venditor is the more modern, service-focused model of selling. The general value system has shifted from “buyer beware” to “seller beware” due to the rise in technology and social media evening the playing field between sellers and buyers. Continue below to learn more about caveat emptor and and caveat venditor.

The Secret to a Good Sales Pitch: Frame Control

How do you craft a successful sales pitch? How can you get through the prospective buyer’s defenses and get them to seriously consider your proposition? According to Oren Klafff, the author of Pitch Anything, the key to crafting a good sales pitch is to win what he calls a “frame collision.” There are three common frames that your target could adopt: 1) the power frame, 2) the analyst frame, and 3) the time frame. In this article, we’ll discuss how to establish yourself in the dominant frame, which will greatly maximize the chances of getting your idea considered.