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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%

@icarolemahoney

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?

@icarolemahoney

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“...change other people’s behaviors by changing one’s behavior towards them.”

~Dale Carnegie

@icarolemahoney

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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

@icarolemahoney

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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

@icarolemahoney

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How does it impact?

@icarolemahoney

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2 Motivation

@icarolemahoney

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Why important?

Incentive to change

Accountability

Understand value

@icarolemahoney

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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

e@carolemahoney.com

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THANK YOU.Questions?

@icarolemahoney