We have spent our time over the last few sessions discovering the difference between the psychology of sales and the psychology of the buying process. We have learned from the teachings of Don Spini about our role in the Exploration, Validation and Conflict Resolution stages that he describes so well in his book “Sixty Seconds to Yes”. Yet what is great about Don Spini and his training is that he gives you the tools that you need to develop the skill set required to master these techniques. The name of this sales game is “staying in the game”. That last thing that anyone wants to hear is maybe. This next technique will help you to turn Maybe into Yes, or sometimes No, but only when it is the real answer and not a dodge. [...]
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The final stage in the psychology of sales – which is really the psychology of buying – is entering into Conflict Resolution. This is when the brain has enough information to satisfy the need to know more and tosses it to the gut for the reality check. This is the Value versus Cost moment. You can make it or break it by doing this one thing. What is it??? [...] In part one of this discussion on the psychology of sales we have met Don Spini, the master observer and organizer of this well-thought-out presentation. In part two we learned about the Exploration process, the first of three stages of the psychology of sales. Now we can move on to the next stage, your chance to present: Validation. [...] In our last segment we met Don Spini, author of "Sixty Seconds to Yes", presenter and all around expert on the psychology of sales and the process that we all go through when buying something. Don Spini, an observant man, breaks down the psychology of sales and the buying process into these three stages: 1) Exploration; 2) Validation; and 3) Conflict Resolution. In this segment we will cover the first stage, Exploration. [...] After a hectic and overbooked week, I hopped in my car with the one and only Drew Berman and took off to Framingham, MA to meet Don Spini and learn about the sales influence and the psychology of sales. Don is the author of "Sixty Seconds to Yes", a book that describes the psychology of sales by focusing on the buyer, and makes some amazing observations about the sales process and sales influence. This is Part 1 of a 5-part series describing what we learned during this amazing journey! [...] |
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