Episode 16
The Psychology of Granum
In this episode, Heather Price and Sabine Robinson talk about the psychology and objectives of each step of the sales cycle. It’s important to conduct each step but it is also essential to maximize the effort and the skill with each step. They both dive deep into each of these steps and give us the important facts we need to know in order to have a successful sales cycle. Understanding the psychology behind the steps is an important factor in order to have a successful sales cycle. In the Say That Again Segment, they role-play a conversation where the FR (financial rep) struggles with the close or the closing ratio is half of what it should be.
Episode Highlights:
1:37 The face of the marketplace might have changed, but the human behavior of the marketplace has not.
3:14 If someone continually says no to you, you’re just weeding them out.
4:07 It’s a reassuring way and an encouraging way to tell reps that even though you didn’t get the results you wanted today, you followed the process and met some of those objectives.
5:41 You are teaching people how to do business with you.
8:06 It’s a balance of making sure you’re building the relationship, talking and getting to know them, but also getting some business done.
11:23 The objective of the close is to get the prospect to make a decision.
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