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.
Transforming Sales: Ethical, Relationship-Driven with Leah Borges
Mary Gentile - Navigating Ethical Dilemmas in Business
Hot Revenue Webinar 2 - The Ally Method with Dan Pfister, Suzanne and Marcus Cauchi
Hot Revenue Webinar 1 - Customer Winback with Dan Pfister and Marcus Cauchi
Empathy in Leadership: The Key to High-Performing Teams with Teddy Peck
Chris James Explains Why Training the Trainer Matters
Kyle Gray: Create Credibility Faster Through Strategic Communication & Storytelling
with Jedediah Thomas
Lloyd Stokes: Strategic Recruitment: Building High-Growth GTM Teams
with Leanne Dow-Weimer
Kent Bredahl: Boosting Loyalty, Driving Growth
Susanne Schuler: From Rwanda's Unity to Boardroom Harmony - Transforming Conflict into Bridges of Cooperation
Jamie Reeves: Are You Chasing Success or Just Playing a Game of Status Management?
Frank Byskov: Are Ethical Investments Smart Money?
Disco Dave Wynn
Starting Up, Working with Your Spouse, and Finding Joy in your Work - Julie Barlow/Jean-Benoit Nadeau
John Bissett: Quit the Monkey Business and Sell Well
Are You Sacrificing Your Soul in the Pursuit of "Success"? with James Cuss
Emma Claire Davis: Who Are You Really?
Leadership, Blind Spots and Culture with Margie Oleson
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
The Power of Storytelling
NABOR® TALKS
U.S Property Podcast
The Ramsey Show
Planet Money