From the course: Persuasive Selling
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Psychological concepts mapped to sales cycle
From the course: Persuasive Selling
Psychological concepts mapped to sales cycle
- We've discussed the eight psychological concepts. So how do you put them into action? I've organized this course so that in each chapter, we will look at a different step in the sales cycle and how to incorporate the psychology. For now, let's quickly review the eight steps. Prospecting is all about finding potential new clients or customers. The importance of this step cannot be overstated, because you need to keep your pipeline full if you want to keep your sales numbers moving in the right direction. Your initial meeting happens when you meet a potential client or customer for the first business meeting. You may have known someone for a long time, so it might not be the first time you've met, but it's the first time you've gotten together specifically for business purposes. Qualification is the step where you and the prospect learn about one another to determine if it's worth going any further. Not every prospect…
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