Sales Psychology Masterclass How to get money in the bank

Transcription

1 Sales Psychology Masterclass How to get money in the bank

2 Why is everyone obsessed with sales? The only thing you can t outsource* Every business needs this Required for B2B, B2C, Online, Offline, Negotiation, Leadership, COMMUNICATION Jump start a young business and do it EASILY (without struggle) Guaranteed career resilience Guaranteed revenue You can only learn by DOING *You have to prove the model yourself

3 Learning Curve Cognitive Bias The Psychology of the salesperson (YOU) Beliefs Human needs (Emotional) State Rapport/Trust (psychology) The Psychology of Power Dynamics the sales dialogue (what goes down) Quirks

4 Understanding Human Needs Deepest meta-values Drive all behavior Affect all true-decision making Only influenced by power-dynamics Many different paradigms Most successful products/companies hit MANY The Six Human Needs (a la Robbins) 1. Security 2. Variety 3. Recognition 4. Connection/Love 5. Growth 6. Contribution

5 Evolutionary Psychology An alternative theory for miserable cynics who may have been right all along Everything is about SEX Natural Selection vs Sexual Selection (The Three S s) 1. Sex (reproductive fitness) 2. Status (power) 3. Survival (health) PLUS it s also all about iocean Intelligence Openness Conscientiousness Extraversion Agreeableness Neuroticism There are no exceptions All the world s a stage, it s all about Sex and the Apple Watch is 2015 s peacock tail. Young people = duh Old people have to display the 3 S s to raise families successfully Drive to attract respect, love, support (from friends), care (from family), mates and allies. Powerful brands should act as powerful signaling tools to communicate specific personality traits and profiles; a brand that appeals to everyone has no signaling utility and therefore is unlikely to succeed. - Geoffrey Miller

6 Bumper-stickers by iocean: High Intelligence: Talk Nerdy to me A PBS mind in a Fox News world Don t say ironic when you mean coincidental Low Intelligence: Mommy says I m special TV is gooder than books Tongue pierthing ith thupid High Openness: Question Reality My karma ran over your dogma Reality is where the pizza guy comes from Low Openness: Welcome to America. We speak english. Learn it, or leave it Shut up, hippie Gun control means using both hands High Conscientiousness: Get off the phone and crash already The harder I work, the luckier I get A goal is a dream with a deadline Low Conscientiousness: Live every second as if your ass was on fire Saturday has a morning? Oral sex is always a great last minute gift idea High Extraversion: If it weren t for physics and law enforcement, I d be unstoppable! Stranger s candy is the sweetest Adrenaline is my drug of choice Low Extraversion: Hi. Where s your off button? If cats could talk, they wouldn t You are reinforcing my inherent mistrust of strangers

7 High Agreeableness: God bless the whole world. No exceptions. Commit random acts of kindness and senseless beauty Coexist Low Agreeableness: You suck, and that s sad. Sniper: Don t bother running, you ll just die tired Yes, this is my truck. No, I won t help you move. High Stability (low neuroticism) If at first you don t succeed, redefine success It s not life s job to make you happy; it s your job to make life happy Not all who wander are lost Low stability (high neuroticism) Can t sleep, clowns will eat me. Tell me, what is this bright side you speak of? Some days it s just not worth gnawing through the straps

8 Cars by iocean: High Intelligence: Acura, Audi, BMW, Lexus, Infinit, Smart, Subaru, Volkswagen Low Intelligence: Cadillac, Chrysler, Dodge, Ford, GMC, Hummer High Openness: Lotus, Mini, Scion, Subaru Low Openness: Buick, Lincoln, Oldsmobile, Range Rover, Rolls Royce High Conscientiousness: Acura, Honda, Lexus, Volvo, Toyota Low Conscientiousness: Ferrari, Jeep, Mitsubishi, Pontiac High Extraversion: Aston Martin, BMW, Ferrari, Mini, Porsche Low Extraversion: Acura, Hyundai, Lexus, Saab, Subaru, Volvo High Agreeableness: Acura, Daewoo, Geo, Kia, Saturn Low Agreeableness: BMW, Hummer, Maserati, Mercedes, Nissan High Neuroticism: Volkswagen, Volvo Low Neuroticism: Acura, Porsche, Scion

9 Sales Psychology 1 min worksheet: What basic needs does my product/service fulfill? I O C E A N What is the iocean profile of my customer:

10 Power Dynamics What s behind-the-scenes for the buyer? Boss In B2B, power dynamics are EVERYTHING. 6N+iOCEAN In B2C, you re rarely just dealing with one person s needs. Family Prospect Colleagues Who is in their head? Decider Strategy Laws of Power: Never outshine the master Learn to keep people dependent on you Make your accomplishments seem effortless Be royal in your own fashion: Act like a King to be treated like one Avoid stepping into a great man s shoes Never appear too perfect 6N+iOCEAN 6N+iOCEAN Subordinates 6N+iOCEAN 6N+iOCEAN

11 Learning Curve Cognitive Bias The Psychology of the salesperson (YOU) Beliefs Human needs (Emotional) State Rapport/Trust (psychology) The Psychology of Power Dynamics the sales dialogue (what goes down) Quirks

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