Five Steps Toward Understanding Salespeople
How to Influence Salespeople by Getting in Their Heads and Learning What Makes Them Tick
A big part of pricing is influencing and motivating salespeople to price and discount more effectively. If this doesn't happen, all your hard work can go right down the drain as deals are being done in the field. But how do you effectively influence and motivate salespeople? In this tutorial you'll learn about:
- Why it's important to understand how salespeople are wired and what makes them tick.
- How thinking that salespeople are just motivated by money can backfire big time.
- Five simple steps you can take to better understand their perspectives and situation.
- Tricks to building rapport and positive influence with the sales team.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Negotiation Tactics Cheat Sheet
Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
View This Tool -
Developing Better Relationships with the Sales Team
Sales and pricing will rarely see eye to eye. Greg Preuer, Director of Pricing at Cooper Lighting, shares his experiences on how he's been able to work more effectively with the sales team.
View This Interview -
The Fundamentals of Price Segmentation
In this recorded training seminar, we explain the concept of price segmentation and why it's such a powerful and important tool. We explore the essential process and even walk through a step-by-step exercise, building an example price segmentation model from scratch.
View This Webinar -
Underrated Pricing Technology Evaluation Criteria
This 36-question diagnostic exposes and explains seven areas of pricing technology evaluation and comparison that are underrated, underutilized, and deserving of much greater consideration by prospective buyers.
View This Diagnostic
