recently, i am studying Heavy Hitter Sales Psychology. as salesman i truly need to study many book in my field especially those book that related to B 2 B . for have a good deal with other company and organization even person you should have deep knowledge about communication skill like negotiate, writing, convince people about your idea and express yourself in professional way.
although, deal with company and organization is so different and complex because there is many decision maker like CEO, consultant, member of board and so on, as it can bee seen agreement with those people takes a lot of time and energy. this kind of book may helps you to make right decision in tough situation and there is many many psychology advise and trick that helps you to think deeply about your costumer i am in page 50 but i prefer to share some paragraphs with you. hope you enjoy it!
You’ve used your strategy for decades now. It is ingrained in your mind. Of the fifty thousand words you know, the majority of the words you use in daily conversation actually reflect your strategy. You favor certain hannels of information and vary the use of words according to these channels. In addition, the language you use is intimately connected with who you are.
Before I even consider sending an e-mail or letter, I first study the language used by the executive I am trying to reach. I’ll search the Web for video and magazine interviews, company videos he has appeared in, articles he wrote, entries on his blog, letters he may have written to customers or employees. I’ll analyze any language sample that will help me understand how he is wired…..Heavy Hitter Sales psychology (book)
Everyone lives in his or her own world. The world you experience is not the real world but rather your perception of the world. The way in which you perceive your world is intricately connected tothe language you use and how you sense your surroundings. You use your senses to define everyday experiences for storage in your brain. Your word catalogs are the storage-and-retrieval mechanisms used to access these experiences. They are also responsible for the words you select to communicate your world to others
Developing rapport by connecting with customers is a top priority in every conversation with C- level executives. In this regard, your most important competitive weapon is your mouth and the words you speak. Knowing which word catalogs executives use and speaking to them in their language will help them fall in love with you and your solution