Dive into sales psychology and negotiation in this engaging interview featuring John Golden, the mind behind Sales POP Online Sales Magazine and Pipeline CRM, and Brian Will, a seasoned sales and management consulting expert. 🚀

The psychology of sales and negotiation (00:00:00)
Brian discusses the motivation behind writing his book on the psychology of sales and negotiation.

Authenticity in sales (00:02:17)
The speakers discuss the importance of being authentic in sales and avoiding cheesy sales tactics.

Active listening and connective response (00:04:00)
Brian explains the concept of active listening and how it can help establish trust and connection with clients.

The negotiation phase and the importance of asking questions (00:09:34)
The speaker discusses how salespeople should ask enough questions during the sales process to anticipate and address objections during the negotiation phase.

The significance of engaging the client and asking questions during the fact-finding phase (00:10:33)
The speaker emphasizes the importance of keeping the client engaged and continuously asking questions during the fact-finding phase to understand their needs and preferences.

The impact of enthusiasm and attitude on sales success (00:11:17)
The speakers discuss how a salesperson's enthusiasm and genuine interest in the product or service they are selling can disarm prospects and generate interest in what they are offering.

The psychology of selling (00:18:01)
Discussion on the psychology of selling and how it affects pipeline growth.

The importance of sales training and management (00:18:45)
Highlighting the role of sales managers in training and maximizing the efficiency of sales teams.

Executive responsibility for sales team performance (00:19:28)
Emphasizing the accountability of executives in ensuring sales team performance and the consequences of neglecting this responsibility.


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