EcSell Institute

SEPTEMBER 13, 2021

And just like that, their psychological safety is gone. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. Coaches can lose the confidence and trust of their players faster than a toupee in a hurricane.

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Customer Think

MAY 18, 2023

” – Siva Devaki Sales psychology goes beyond just closing deals and hitting quotas; it is about building meaningful relationships with customers. Photo by Unsplash, CC0 1.0 “Sales is not about selling anymore, but about building trust and educating.” Therefore, salespeople must adapt their approach […]

Sales 69

Sales Marketing 69

QYMATIX

JANUARY 8, 2024

In this article, you will learn what “robot psychology” is, how people react to robot technology, and how anthropomorphism plays a role. Anthropomorphism in Robot Psychology In robot psychology, the focus is not on the machine, but on the human being. Brightly awake eyes in crystal blue are revealed.

Artificial Intelligence 40

Artificial Intelligence Computers and Electronics e-Learning Healthcare 40

Hubspot Sales

MARCH 15, 2021

Gamification is another strategy and, while it may seem like a fad, is a valuable tool to consider because it plays on basic psychological principles of motivation. For sales leaders, gamification is primarily about understanding how to leverage innate human psychology to motivate and engage reps. Image Source. Popularized by B.F.

Sales 131

Sales Co-Creation Construction Meetings 131

Hubspot Sales

SEPTEMBER 4, 2020

Here are 11 psychology-inspired tips to help you build trust with buyers in a snap. A Psychology Today article also points out that people are innately more or less trusting based on their relationship with their primary caregiver as a child. Offer Social Proof. In a Business Insider article , Darlene Price, president of Well Said Inc.,

Decision-making 128

Decision-making Small Business Communication Sales 128

Hubspot Sales

FEBRUARY 17, 2020

This story contains an important lesson for both salespeople and marketers: What people perceive to be valuable largely hinges on psychological triggers. Check out this post to learn more about the psychology of customer choice. Let’s return to the lobster example.

Software 108

Software Software Prioritization Customer Value 108

EcSell Institute

SEPTEMBER 13, 2021

And just like that, their psychological safety is gone. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. Coaches can lose the confidence and trust of their players faster than a toupee in a hurricane.

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Sales Readiness Group

MAY 14, 2021

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. The first 100 calls resulted in zero meetings. On call 102, I booked a meeting with a VP at a hypergrowth startup. Call 105 resulted in a meeting with one of the largest retailers in Canada. Don't quit too soon.”.

Retail 113

Retail Meetings Sales Sales Management 113

QYMATIX

JUNE 8, 2021

The insurance agent deliberately uses psychological sales tricks to manipulate the lady into signing the contract in the end. The Austrian expert for selling and negotiation psychology, Ulrike Knauer, said: We are influenced each day, and we also influence each day. The difference between manipulation and influence.

Insurance 40

Insurance Sales Artificial Intelligence Decision-making 40

Hubspot Sales

FEBRUARY 2, 2018

These emotions are tied to external situations and psychological stimuli. So, put your great communication skills to work, draw on your sales superpower of reading the room, and use these seven psychological tips for managing difficult prospects to save your deal. 7 Psychological Tips for Dealing with Difficult Prospects.

Negotiation 104

Negotiation Emotional Intelligence Decision-making Communication 104

Hubspot Sales

MAY 10, 2019

A psychological bias , or cognitive bias, is defined as, "the tendency to make decisions or take action in an illogical way." And smaller, short-term rewards play into consumers' psychological bias and gives them the instant gratification they're looking for. Starbucks has mastered hyperbolic discounting.

e-Learning 83

e-Learning Decision-making Sales 83

RAIN Group

MARCH 16, 2022

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.

Sales 126

Sales 126

Customer Think

NOVEMBER 21, 2023

In business, customer loyalty is the backbone of profitability. That’s why every business owner should strive to create a group of returning loyal customers. The key to gaining customer loyalty? Customers need to feel an emotional connection to your products and business as a whole.

Profitability 78

Profitability 78

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. And we need knowledge of the psychology of persuasion. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

DECEMBER 7, 2023

The author references a lot of contemporary works that are not really in the NLP space – like Malcolm Gladwell’s books – yet he also draws on an eclectic range of psychology. Some may find this appealing. Others appear to be able to answer “what is NLP?” Others appear to be able to answer “what is NLP?” in a concise and relevant way.

Emotional Intelligence 130

Emotional Intelligence Publishing Communication Negotiation 130

Red Star Kim

AUGUST 29, 2023

Show that most people perform the desired behaviour – use social proof to highlight and reinforce participation (see more on Cialdini’s six drivers of persuasion Influence – Cialdini’s six principles of the psychology of persuasion (kimtasso.com) ) Use the power of networks – peer relationships are important to us, both in person and online Encourage (..)

Management 130

Management Marketing Decision-making Government 130

Red Star Kim

JUNE 24, 2022

Richard Chaplin asked me to speak about psychology and business relationships. The intersection between the topics of relationship management and psychology is an area of particular interest to me…I covered over 150 topics on this subject on my 2018 book Bloomsbury “ Better Business Relationships” (Bloomsbury).

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

MTD Sales Training

JUNE 2, 2016

I was recently reading an article by Tim Connor on two subjects close to my heart; sales and psychology. As a salesperson, there’s always a lot you can learn from others who have been in the field. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 75

Sales 75

Help Scout

AUGUST 22, 2023

Understanding your brain's natural rhythms can help you make the most of your day. Read the full article

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Red Star Kim

AUGUST 14, 2023

Psychology of persuasion There’s lots of material on the psychology of persuasion. You can leverage cognitive biases ( Changing behaviour in the workplace to boost productivity – psychology (kimtasso.com). Have some sentences that are really long. And others short.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Red Star Kim

FEBRUARY 15, 2024

How to facilitate groups – Guidance for those organising and facilitating (kimtasso.com) How to facilitate groups – 2 (Herding cats in professional services) (kimtasso.com) Counselling Counselling is the provision of professional assistance and guidance in resolving personal or psychological problems.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

SEPTEMBER 8, 2023

Commerciality and pricing Pricing draws on many disciplines: economics, marketing, finance and psychology. Psychology and pricing Behavioural economics has added much to our understanding of how psychology impacts pricing. This seems even more relevant in the context of the surging use of AI. Books on pricing?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Flevy

APRIL 16, 2024

Nir Eyal, with a background in both technology and psychology, drew upon years of research and insights into user behaviors to come up with the Hooked Model. The framework draws on elements from behavioral economics, psychology , and user experience design to provide a structured approach for creating engaging products.

Advertising 52

Advertising Decision-making Digital Transformation Digitalization 52

Red Star Kim

DECEMBER 15, 2023

Trauma makes us more likely to develop a host of physical and psychological conditions, from depression and anxiety to heart attacks, cancer, obesity and stroke”. And mentions another great book “When the Body Says No: The Cost of Hidden Stress” by Dr Gabor Mate (an addiction and stress expert).

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Hubspot Sales

DECEMBER 28, 2017

What caught your eye in 2017: 6 signs of a narcissist, hairy chests and intelligence, the effects of alcohol on the brain, the type of people who cheat and more. ~ THE EBOOKS ~. Escape from low mood or depression with my " Activate ebook ". Discover how to deal with anxiety in my " Anxiety plan ebook ". by Dr JEREMY DEAN.

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Red Star Kim

MAY 15, 2023

But there are helpful ideas too – many of them based on managing your own and reading others’ body language (NVC) and simple psychology principles. And a few that seem rather out of touch with modern day life. Many are social etiquette basics. I’ve shared some here: Don’t flash an immediate smile. Look at their face.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Help Scout

AUGUST 22, 2023

Customer interviews are the fastest, most effective way to understand what your customers really need. Here’s your roadmap. Read the full article

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40

Customer Think

SEPTEMBER 1, 2023

The world of strategy execution has been riddled with challenges. From ineffective communication to ineffective strategies, many barriers keep companies from reaching their goals. The crux of these problems often boils down to human behavior, engagement, and commitment.

Communication 59

Communication Leadership 59

ClearPoint Strategy

JUNE 14, 2023

Making sure employees are content can increase productivity.

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Red Star Kim

JULY 7, 2023

The art of giving feedback – top tips (kimtasso.com) Personalities and teams – Some of the delegates were familiar with the Colour Insights personality analysis. expensive Stella Artois and slow Guinness). expensive Stella Artois and slow Guinness).

Management 130

Management Emotional Intelligence e-Learning Leadership 130

The Center for Sales Strategy

DECEMBER 11, 2020

- MOTIVATION -. People are influenced to change by people they trust.". Mike Bosworth. AROUND THE WEB -. > > The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going – HubSpot. Most of your business’s prospective customers will not buy from you instantly.

Sales 97

Sales Meetings Marketing 97

Red Star Kim

SEPTEMBER 26, 2023

We discussed how to create psychological safety so that employees felt comfortable sharing their views. Lewin, an early writer on individual change, talked about the need to “unfreeze” people from the way they usually behave. Naturally it is important that the leadership team communicates the rationale for the change.

Management 113

Management Co-Creation Communication Leadership 113

Flevy

APRIL 25, 2024

Academic Roots : ZMET is rooted in an intricate mix of cognitive neuroscience, psychology, and real-world observations, offering a rich academic foundation. As Research Methodology : Emerging as a robust methodology, ZMET combines traditional qualitative research techniques with advanced insights from neuroscience and psychology.

Construction 52

Construction Digital Transformation Communication Decision-making 52

Red Star Kim

MAY 3, 2023

Influence and persuasion skills Aristotle, an ancient Greek philosopher and polymath, argued that the three pillars of persuasion were: Credibility (Ethos) – reputation, authority, expertise, trustworthiness, stage presence and confidence Logic (Logos) – coherence, structure, facts, data, statistics, test results, research and graphs Emotion (Pathos) (..)

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Customer Think

JANUARY 9, 2023

” There’s psychology behind every buying decision, and it isn’t always easy to […]. It’s a quick, almost subconscious response when you see something you want. But there’s a lot more going on in people’s minds than just “see-want-buy.”

Digitalization 128

Digitalization Marketing 128

Customer Think

APRIL 3, 2024

Daniel Kahneman, the renowned psychologist best known for his groundbreaking work on the psychology of human judgment and decision-making, died this past Wednesday at the age of 90. Dr. Kahneman is widely regarded as one of the intellectual founders of the behavioral science discipline now called behavioral economics.

Decision-making 53

Decision-making Digitalization Marketing 53

Red Star Kim

FEBRUARY 14, 2023

We also talked about creating psychological safety. Psychological safety and the importance of this in projects (see A general law of interpersonal relationships? There was also discussion about at what stage of a relationship you might consider coaching and whether you should be explicit about what you are doing.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130