If you don't understand the principles and underlying psychology of human interactions, people appear unpredictable, sales will be misunderstood as an art and you will regularly be disappointed. This episode is full of eye popping surprises you can take and apply in your selling, in managing salespeople and in your client relationships. "Selling is a science. It's a process. Sales are predictable. It's predictable just like finance or manufacturing"
#ChipDoyle explains how #TA #TransactionalAnalysis plays out in every sale. We discuss the importance of applied transactional analysis to understand what is happening at every moment in every sale. I learn how to recognise when my child ego state is coming out to play and why it is so important to keep the child under adult supervision to prevent derailing your sale.
Chip explains how to sell, manage expectations and win referrals by applying TA. It will surprise many of you that Chip says, "I have made more money in the post sell step than any other part of the Sandler submarine". Not the up front contract, not pain, not budget but the #postsell. Learn why?
Join me and Chip in a down and dirty conversation about the deepest recesses of your mind and your prospects' minds. A fascinating expose into human behaviour.
Please COMMENT and SUBSCRIBE. DOWNLOAD this episode to listen at your leisure.
To receive alerts about in-depth interviews with leaders of #Scaleups and #Hypergrowth technology disruptors you can visit my other podcast go to scaleupsandhypergrowth.podbean.com.
How Do Great Leaders Become Really Great Leaders?
What Are The Six Habits To Success That Won't Burn You Out Or Kill You?
How To Shorten Sales Cycles by 6 weeks to 6 months
Why Excellence Is Not Convenient
What's It Take To Jump From High Performer To Super Performer?
What Do You Really Risk Losing When Knowledge Walks Out Of Your Door?
Who Is The Man Who Puts Smiles On The Faces Of Billionaires?
The Secret To Scaling Is Smart Sprints
How Do You Drive Change By Managing Uncertainty And Giving Trust?
Tony Hughes: How To Multiply Your Revenues With Tech Powered Sales
How Are You Exploiting Adaptation And Innovation To Solve Your Toughest Problems?
Why Understanding Risk Helps You Sell More, More Often
Panel Discussion: Why Sales Training Doesn't Work & How To Fix It
What Lessons From The Emergency Room Apply In Sales?
The Art, Science And Psychology of Negotiation
Why Your Customer Journey Is Vital To Define A Great Strategy?
Why Is Most Digital Marketing Total Horse Shit?
Marketing, What Is Open Banking And Why Should You Care?
Are You Making Every Sales Call A Teachable Moment?
The Art of Selling to Procurement
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
U.S Property Podcast
Aligned Money Show
Gorse Culture PODcast : The H.R. Detective Agency!
The Ramsey Show
Planet Money