Unravel the intricate tapestry of sales, where the finesse of artistry intertwines with the precision of science. Discover how these seemingly disparate disciplines converge, shaping successful sales strategies and transforming the landscape of business transactions.
Key points
Buyers don’t make rational decisions; rather, they make emotional decisions and then justify those by rationalizing them after the fact.
- Appealing to a consumer’s inner child and applying a trial-by-error approach are just two ways to make sales more effectively.
Trial and Error
Sales are like exercise-the best approach is the one that works for you
- Setting goals and thinking about problems in a structured way helps you set yourself up for success
- Measuring outcomes and trialing ideas is a part of the solution
Not for Sale
Don’t run adverts, don’t send emails, and don’t spend much time building a website.
- Sales used to be about persuading, overcoming resistance, handling objections, and closing the sale. Today, it’s about helping your customer achieve a goal or solve a problem.
Let the child decide
People have three ego states that influence their behavior during social interactions: the adult, the child, and the parent
- When we make buying decisions, we like to think that our ego’s “adult” state is the one that’s working the hardest
- The logical, analytical, rational part of our behavioral framework weighs both sides of the argument and comes up with a solution
- However, Sandler recognized that neither the adult nor the “parent” state is at work until the “child” wants the product
