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00:00 Intro to The Psychology of Selling
01:28 The Psychology of Selling Key #1: People Can Sense Your Intention
03:06 The Psychology of Selling Key #2: Let People Feel Like They Are In Control
04:47 The Psychology of Selling Key #3: Focus On Helping Instead of Selling
06:11 The Psychology of Selling Key #4: Dive Deep Into Prospects' Pain
07:51 The Psychology of Selling Key #5: Listen
09:31 The Psychology of Selling Key #6: Only Pitch Once You Understand Prospects' Pain
10:47 The Psychology of Selling Key #7: Look For A Natural Fit

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Intro to The Psychology of Selling
If you're a sales development rep or business development rep, some days you might feel like you're on fire and everything's going well. You're saying all the right things in the right moment, and closings deals feel so easy.

The Psychology of Selling Key #1: People Can Sense Your Intention
In sales, your sales prospects will make a split-second decision on whether to trust you or not in the first 5 seconds of meeting you in person or over the phone. People will also use their subconscious to get a feel of your intention.

The Psychology of Selling Key #2: Let People Feel Like They Are In Control
A typical mistake salespeople make is pitching too early. Instead of trying to pitch your products and services to anyone who will listen, you need to change your business development strategy so that you listen much more than you speak.

The Psychology of Selling Key #3: Focus On Helping Instead of Selling
During your business development and sales meeting, you should avoid pretending to listen. You should be listening intently and hear what the prospect is saying.

The Psychology of Selling Key #4: Dive Deep Into Prospects' Pain
If there's no pain, there is no sale. You need first to uncover the prospecs' problems. When you find these problems and demonstrate you can solve these problems, this makes buying your product or service a no brainer for your prospects.

The Psychology of Selling Key #5: Listen
When asking your pain question, make sure to listen to the prospects' pain and make your prospect feel like you're listening. You have to make sure people know you're listening. You can use techniques like repeating what the prospect says to you and verbal cues.

The Psychology of Selling Key #6: Only Pitch Once You Understand Prospects' Pain
Once you understand the prospect's pain, you're ready to pitch your product or service. Only when you've qualified the prospect, and it's clear they should buy your product or service then you've earned the permission to pitch.

The Psychology of Selling Key #7: Look For A Natural Fit
Instead of forcing a sale and trying to close at all costs, look for a natural fit. The prospect should not feel pressured into buying something they don't actually. Make sure they genuinely should buy your product or service. And once they've checked off all your qualifications to buy, you can go all out because you know the prospects' business or personal life will be improved just from deciding to work with you."

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Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.

After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students worldwide.

Since then, Patrick has trained over 70,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation, cold email, LinkedIn, cold calling, and sales skills.

Patrick's vision is to inspire others to pursue their dreams and provide the knowledge and tools to make those dreams a reality.

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