In The Psyche Of The Salesperson
A SUCCESSFUL SALE MAY REQUIRE THE WEARING OF MANY HATS
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In the end, what we all have in common is the sale of products and services, albeit in a variety of ways. Our bottom line is based on the percentage we capture from product sales—but there’s more to the sales psyche than the bottom line.
Ego plays a part behind what psychologically motivates those in sales, and for many, each presentation and sale offers the opportunity for recognition. In sales, knowledge is power. We need to be versed in everything from our customers and their specific markets to their product lines. Often times, after demonstrating mastery of these key components, having customers and colleagues recognize our knowledge is almost as satisfying as a commission check.
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Mary J. Kilburn
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