Continually optimizing your sales machine by using neuropsychology
In his book Predictably Irrational, Psychologist Dan Ariely describes a particularly interesting experiment, in which the factor ‘free’ had a specific result on the ‘sales’ of chocolate.
From the article: Experiment 1:
A table was set up offering two kinds of chocolates – expensive luxury truffles and much lesser priced ordinary chocolates.
The luxury chocolates were priced at 15 cents and the ordinary chocolates were priced at 1 cent. 73% of buyers chose the luxury truffle and 27 percent chose the ordinary chocolate.
Next, they decided to see how the ‘free’ factor would change results. In the next run, both prices were lowered by 1 cent.
So now, the luxury chocolates were priced at 14 cents and the ordinary chocolates were made to be free.
Would there be a difference in results? Should there be? After all, both prices were reduced by 1 cent.
This time, 69% of people chose the free ordinary chocolate (up from 27 % before). Only 31% chose the luxury chocolate (down from 73% last time).
Most people chose to miss out on the chance to get an expensive chocolate truffle at a big discount, when they had the option to get the ordinary chocolate for free.
How can you use this in your business? Let’s get in touch, and we’ll help you get set up in the practical application of neuropsychology in your sales machine. We’ve enabled others to become successful with this – so why not you?
How will you distinguish your company from your competitors?
Many companies don’t realize they need a sales team, don’t have the expertise to build one, and some simply outsource it but don’t know how to vet outsourced sales companies due to the lack of sales experience. But sales transformation is essential to certain industries and companies, such as publishing and media, marketing technology and advertising technology, software, social media platforms, agencies, health care and insurance.
If you’ve got a sales team, you will need to get them in a position where they’re always ahead of the competition. And yes, technological innovation is a part of that. Do you still sell products and services that everybody’s been selling for the better part of a decade? Or are you innovating constantly?
Products and services need to be updated. It’s important. But it’s not the only competitive edge you can gain. How do your people position themselves in such a manner, that the prospects and clients think: “Wait a minute. This is amazing. This can really move me and my company towards realizing my goals, faster!”? That’s what matters.
Setting up the sales organization is important. This Forbes article lists 5 factors, and we’ll give you one more. As a bonus. The list is below.
Determine whether to outsource or build in-house
Experience is priceless
Use the right software
Get your people trained!
Optimize the Sales process
BONUS: Train your people so they can influence the subconscious decision making process of your prospects and customers.
How far along are you, in building a sales organization that really distinguishes itself from the competitors?
“Experts on the science of success know that the brain is a goal-seeking organism. Whatever personal goals you give to your subconscious mind, it will work night and day to achieve them.” – Jack Canfield
It’s true. Your brain will actually help you out. But you have to provide a direction for your brain, in order for it to do its work.
That means you have to have Goals. What are you aiming for? What do you want to achieve? Personally? Professionally? What skills do you want to master? What experiences do you want to have? What material things do you want? What do you want to do for your community? Your family?
Give your brain Goals, and it will help you in achieving them.
Over een jaar zul je wensen dat je vandaag begonnen was.
De dagelijkse kleine stappen lijken niet veel bij te dragen. Maar doe je het gedisciplineerd, bijvoorbeeld een jaar lang, dan zul je merken dat er een gigantisch verschil is tussen waar je toen was en waar je nu bent.
“We live in a distracting world, and it’s not getting any better. New information crashes toward us at every moment. Technology companies work tirelessly to create products that bring convenience and delight to our days. The incentive structure hasn’t changed: usage creates data, data sells ads, ubiquity creates demand, demand sells devices.”
Use technology to your advance, not your demise. Know why your using it, and why you’re using specific apps on your digital devices. What’s your Goal? Why is it useful? If you know why you do what you do, the choices become easier. Identify the irrational and subconscious triggers, and move beyond them.
Additionally, create barriers to distraction. Remove the distracting apps, log out and change passwords, and get proactive with your time. Rearrange your schedule, and make conscious decisions about what you do when you’ve got a few minutes to spare.
“If you’re a leader or a manager, you probably wear a lot of hats. You’re a project manager, delegator, spokesperson, and most importantly, a coach. But the problem is that no one ever tells you how to be an effective coach, or even what that means. Are you supposed to act like a sports coach? A therapist? Perform some bizarre (and arcane) HR ritual?”
How does one ‘become a better coach’? What are the steps you need to take, in order to achieve that? Will you have to adjust your newly adopted coaching style to every single individual in your company? Or will a general approach work better? What factors weigh in on your success as a leader?
If you’re reading this, and you’ve been following Vision Forward, you probably know that over 93% of all human behavior is dictated by all the subconscious processes that take place in the brain, and that stem from all your experiences, beliefs, and your personality.
It works that way for you – and you’re a unique individual. It thus works that way for everyone in your company, all unique individuals, and with everyone of your suppliers, customers, and clients. To get a grip on becoming a better leader, by coaching, you’ll have to know what drives others. All unique individuals.
Becoming a better coach requires you to know how to assess other unique individuals, and adapt your approach to their subconscious processes, in order for 1 and 1 to equal 3.
Want to know how? Click below and reach out to us – we’ll enable you to become more successful.
Something we see all too often: Sales people, who claim to want to be successful in sales, are afraid to pick up the telephone and make cold calls, warm calls, and sales calls. And no – it’s not just the millenials who aren’t making phone calls.
This is the situation:
People are afraid to use the phone. But why?
First, there is the fear of rejection. Which is biologically engrained in our systems, and the ‘no’ you might get from a prospect feels as if you’re being excommunicated. It’s not pretty. But! This is something that sales people should actively be seeking out, because it’s. their. job.
Another reason for sales people to not be getting on the phone is the fear of the unknown. Most sales people have never been properly trained how to successfully use the phone in sales. Never had proper training on cold calling, warm calling, rejection and objections, and pitching in a way that makes people go “Hey! That’s interesting! Let’s set up a meeting.”
Is your sales floor silent? No one making calls? You’ll see that in your revenue numbers every month. Let’s get together, and let’s get your sales people trained and successful.