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  • Reading the Customer's Mind
    If people buy from people, how can we read our customer’s mind?  Often sales people neglect to focus on the…
  • Common Sense
    Wrong way Provide a quote from a customer/prospect requested list. Assume the customer always knows the solution Try to turn…
  • Changing your attitude
    Many sales people accept “the customer is always right”. Most IT Department personnel work for just a few businesses in…

Sales Psychology

Although a complex sale can take months to close, every deal has a critical moment when it is won or lost. It is crucial for salespeople to recognise these pivotal moments in order to engage customers and ‘close the deal’.

Frequently, salespeople can misinterpret their customer’s needs and attitudes - they can elaborate on a product’s features and benefits, but often their reading of the customer’s psychology results in the wrong assumptions.

Salespeople typically sell the way they would like to buy. This has one obvious flaw—They are NOT their customers!

"If only we could read the customer's mind"


sales psychology

Sales Psychology explains the various business behaviour patterns and psychology in order to maximise success. It shows how to adapt sales strategies to different customer and business situations.



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