Learn more about marketingandsales with this collection
How to analyze churn data and make data-driven decisions
The importance of customer feedback
How to improve customer experience
Thoughts are hidden; we don’t see them. The only way we can imagine that thoughts are there and that they cause behavior is if we have a theory.
ROBERT SEYFARTH
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35 reads
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Overcome the Customer’s Misperceptions
Theory of mind reminds us that others can suffer from misperceptions.
Sales professionals must be aware of differing perceptions. Customers are performing more solution research independent of the sales professional.
As a result, it’s easy for the customer to develop a false understan...
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11 reads
Explore the Customer’s “Hidden Dialogue”
Outward conversations express only part of what the stakeholders discuss behind closed doors. Effective sales professionals seek inclusion in these conversations. They do so by becoming an active participant in the problem-solving process.
They focus less on product features and more on und...
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14 reads
Relearning Theory of Mind
- Sales professionals must remember that their information and beliefs differ from those of the customer.
- They must take the next step of asking questions to help narrow this gap
- Remember that this process never ends because the customer's notion of value changes throughout the...
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11 reads
Bring Relevant Value
Value is subjective. What matters to one customer will be irrelevant to another. To provide relevant value, sales professionals need a clear understanding of the customer’s goals. These goals fit into one of three categories: make money, save money, or reduce risk.
The sa...
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10 reads
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Personal Space And Our Kids
We can tell our kids about personal space using the easy to imagine ‘bubble’ analogy.
Tell them the invisible bubble around them pops when people that they don’t know get too close. It is imperative that they know that we have to be informed if anyone tries to touch them inappropriately.
Write Honestly
Writing without any self-censoring, or hiding is a great way to heal ourselves.
We don’t have to worry about filtering our stream of thoughts in this ‘safe zone’. Our thoughts need to be laid bare as they are. It is the only way we understand ourselves, which is priceless.
Integrating Learning With Life
The hidden reason our learning projects don’t see the light of the day is that we don’t align them with our existing work, social pursuits, family time or other sources of meaning in our lives.
Example: Learning a new language becomes easy if we are teaching it to our ...
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