One of the fascinating areas of sales is the psychology of selling, both from a selling perspective, as well as from a buyers perspective.

So many sales people are conditioned to focus on their own company’s products, services and solutions and hence their behaviours in a sales call reflect that. When they are challenged by a customer on price or functionality, they have the ‘answers’ – the problem though is often those answers are not enough to tip the customer over the edge from curious to committed. They are very product focused and not problem, solution or value focused.

Exceptional sales people know their value and they hold the line. That’s the topic of today’s episode.