How do the best salespeople do it? It's not what they do, but how they think that sets them apart and enables them to adapt to any buying process or learn any sales methodology and execute it effectively.

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Hacking Your Psychology
Be the Salesperson Your Buyer Needs
Carole Mahoney
@icarolemahoney

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1. Stats
2. The Role of Psychology in Sales
3. Awareness Hacks
4. Motivation Hacks
5. Questions & Resources
What we will cover:
@icarolemahoney

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Why me?
@icarolemahoney

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What’s the ROI?
@icarolemahoney
17% performance
differencebetween those who are
coached and those who are not.*
34%
average deal size.
61-98%
sales over 6 months.
Sources: *salesforce.com & CSO: 2013
Sales Process Analysis vs.
Unbound Growth 2015-2016 Client
results

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miss quota
2015 CSO Insights Sales &
Compensation Performance
Management Study
45.4%
@icarolemahoney
54%
2015 SirusDecisions Study
77%could improve
OMG 2015 assessment data
67%
buying process completed
CEB

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beginning education
2015 SirusDecision B2B Buying Guide
67%
@icarolemahoney
55%
finding solutions
selecting solutions
54%
B2B buyers will engage with
salespeople throughout their
process.
IF

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How?
@icarolemahoney

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“...change other people’s
behaviors by changing one’s
behavior towards them.”
~Dale Carnegie
@icarolemahoney

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Supportive
Beliefs
Doesn’t
Need
Approval
Controls
Emotions
Supportive
Buy Cycle
Comfortable
Discussing
Money
Handles
Rejection
Sales Fundamentals

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DISCLOSURE
@icarolemahoney

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1 Awareness
@icarolemahoney

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Why important?
Build relationships
Be relevant
Ask lots of good
questions
@icarolemahoney
I like being just as surprised
as everyone else by what
comes out of my mouth...
I prefer
not to
think
before I
speak.

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Short Term Awareness Hacks
@icarolemahoney
1. Forced relaxation.
2. Rag doll.
3. Facial expressions.
4. Vocal warm ups
5. Self assessments

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Long Term Awareness Hacks
@icarolemahoney
1. Walking, yoga, or meditation- breathe.
2. Spock method- be curious.
3. Unplug- remove distractions.
4.Journaling- be honest with self.

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Awareness Hacking Tools
@icarolemahoney

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How does it impact?
@icarolemahoney

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2 Motivation
@icarolemahoney

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Why important?
Incentive to change
Accountability
Understand value
@icarolemahoney

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1. What is personally meaningful? (Goals)
2. Write it down. (Commitment)
3. What needs to happen and by when? (Milestones &
Habits)
4. Share the desired outcome. (Accountability)
5. What does it look like? (Visualization)
6. Chart progress and share it.
@icarolemahoney
Motivation hacks

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Motivation Hacking Tools
@icarolemahoney
bit.ly/unboundsalesgoals

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How does it impact?

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Resources
@icarolemahoney
● eBook: Ingagements bit.ly/ingagements
● eGuide: Is sales coaching right for you?
bit.ly/salescoachguide
● Me: www.unboundgrowth.com
e@carolemahoney.com

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THANK YOU.
Questions?
@icarolemahoney