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#INBOUND16
Hacking Your Psychology
Be the Salesperson Your Buyer Needs
Carole Mahoney@icarolemahoney
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1. Stats
2. The Role of Psychology in Sales
3. Awareness Hacks
4. Motivation Hacks
5. Questions & Resources
What we will cover:
@icarolemahoney
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Why me?
@icarolemahoney
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What’s the ROI?
@icarolemahoney
17% performance difference between those who are coached and those who are not.*
34% average deal size.
61-98% sales over 6 months.
Sources: *salesforce.com & CSO: 2013 Sales Process Analysis vs.Unbound Growth 2015-2016 Client results
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miss quota2015 CSO Insights Sales & Compensation Performance
Management Study
45.4%
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54%2015 SirusDecisions Study
77%could improve
OMG 2015 assessment data
67%buying process completed
CEB
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beginning education
2015 SirusDecision B2B Buying Guide
67%
@icarolemahoney
55%finding solutions
selecting solutions
54%
B2B buyers will engage with salespeople throughout their process.
IF
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How?
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“...change other people’s behaviors by changing one’s behavior towards them.”
~Dale Carnegie
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Supportive Beliefs
Doesn’t Need Approval
Controls Emotions
Supportive Buy Cycle
Comfortable Discussing Money
Handles Rejection
Sales Fundamentals
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DISCLOSURE
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1 Awareness
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Why important?
Build relationships
Be relevant
Ask lots of good
questions
@icarolemahoney
I like being just as surprised as everyone else by what comes out of my mouth...
I prefer not to think before I speak.
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Short Term Awareness Hacks
@icarolemahoney
1. Forced relaxation.
2. Rag doll.
3. Facial expressions.
4. Vocal warm ups
5. Self assessments
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Long Term Awareness Hacks
@icarolemahoney
1. Walking, yoga, or meditation- breathe.
2. Spock method- be curious.
3. Unplug- remove distractions.
4.Journaling- be honest with self.
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Awareness Hacking Tools
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How does it impact?
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2 Motivation
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Why important?
Incentive to change
Accountability
Understand value
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1. What is personally meaningful? (Goals)
2. Write it down. (Commitment)
3. What needs to happen and by when? (Milestones &
Habits)
4. Share the desired outcome. (Accountability)
5. What does it look like? (Visualization)
6. Chart progress and share it.@icarolemahoney
Motivation hacks
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Motivation Hacking Tools
@icarolemahoney
bit.ly/unboundsalesgoals
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How does it impact?
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Resources
@icarolemahoney
● eBook: Ingagements bit.ly/ingagements
● eGuide: Is sales coaching right for you?
bit.ly/salescoachguide
● Me: www.unboundgrowth.com
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THANK YOU.Questions?
@icarolemahoney