Selling More: Is It Down to Behavioural Science or Just BS?

The Reality of Business

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What makes a sales strategy irresistible?
This episode promises to change your approach to sales and sales training through the lens of behavioural science. We kick things off by discussing how societal trends, can signal shifts in consumer behaviour — a key factor in shaping effective sales tactics. We sight insights from behavioural science experts like Rory Sutherland, and we examine how anthropology, sociology, and psychology, economics and political science influence purchasing decisions. Plus, we get personal, sharing anecdotes that reflect broader social patterns and their impact on the sales process.
As we peel back the layers of sales psychology, we tackle the science around competitive tenders, emphasising the power of timing and presentation order. By blending our professional experiences with established principles, we explore the art of convincing customers of a product's value and the significance of brand integrity. We discuss the importance of aligning a sales team's mindset with their company's value proposition and how this alignment can drive customer loyalty and improved sales metrics. And remember, it's not about catering to outlier customers, but rather, focusing on high-frequency behaviours that are your ticket to sales success.
Wrapping things up, we share actionable tips and strategies to enhance your sales conversations from average to exceptional. We dive into resources like Elmer Wheeler's language techniques and Dr. Robert Cialdini's persuasion principles, demonstrating how they can create a compelling sales narrative. Additionally, we talk about the importance of curiosity in understanding customer behaviour for targeting the right buyers. And for those hungry for more, our book The Perfect Storm is mentioned, offering 30 methods to weather any business climate.
So tune in, absorb these insights, and let's transform the way you think about sales, sales training and behavioural science.

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Reality Training - Selling Certainty

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1. Selling More: Is It Down to Behavioural Science or Just BS? (00:00:00)

2. Behavioral Science in Sales Training (00:00:09)

3. Behavioral Science in Sales Training (00:08:46)

4. Behavioral Insights and Sales Metrics (00:14:23)

5. Behavioral Science and Sales Training Insights (00:27:17)

6. Behavioral Sales Training Tips and Strategies (00:39:30)

7. Business Growth With Perfect Storm (00:44:22)