{"id":10037,"date":"2019-08-17T20:58:06","date_gmt":"2019-08-17T20:58:06","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/sales-psychology\/"},"modified":"2023-10-26T16:38:03","modified_gmt":"2023-10-26T16:38:03","slug":"sales-psychology","status":"publish","type":"post","link":"https:\/\/sandler.com\/sandler-books\/sales-psychology\/","title":{"rendered":"The Art and Skill of Sales Psychology"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/sandler-books\/sales-psychology\/#The_Art_and_Skill_of_Sales_Psychology\" >The Art and Skill of Sales Psychology<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/sandler-books\/sales-psychology\/#BUY_THE_BOOK\" >BUY THE BOOK<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/sandler-books\/sales-psychology\/#GRAB_YOUR_FREE_SAMPLE_CHAPTER\" >GRAB YOUR FREE SAMPLE CHAPTER<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"The_Art_and_Skill_of_Sales_Psychology\"><\/span>The Art and Skill of Sales Psychology<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p><strong>Why people do what they do in sales situations.<\/strong><\/p>\r\n<p>Identify and learn from the psychological motivators that cause buyers and sellers to do what they do and take control over the sale process.<\/p>\r\n<p>&nbsp;<\/p>\r\n<p><strong>Brad McDonald<\/strong><\/p>\r\n<p>Brad McDonald plays an important role in Sandler\u2019s worldwide organization, and is recognized internationally as a business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David H. Sandler, he informs, entertains, and motivates leadership and rank-and-file sales teams to achieve at their full potential.<\/p>\r\n<p><strong><a href=\"https:\/\/www.linkedin.com\/in\/salesdoctorbrad\/\" target=\"_blank\" rel=\"noopener noreferrer\">LinkedIn<\/a><\/strong><\/p>\r\n<blockquote>\r\n<p>&#8220;An indispensable guide to the psychology behind successful sales and effective sales management. Required reading for any and every sales leader.&#8221;<\/p>\r\n<h5>J. Scott Spiker, Chairman &amp; CEO\u00a0 |\u00a0 First Command Financial Services, Inc.\u00a0<\/h5>\r\n<\/blockquote>\r\n<p><strong>The Definitive Resource<\/strong><\/p>\r\n<ul>\r\n<li><strong>For Salespeople<\/strong> If you have ever struggled to understand the mindset of your prospect; if you have ever wondered why honest, moral, ethical people \u00a0choose to lie \u00a0to \u00a0a \u00a0salesperson; if you have ever wished for more control over sales interactions that seem to ride a fine line between trust and confusion; if you have ever struggled to understand and deal effectively with your own mindset and \u00a0your own frustrations when selling\u2014Brad McDonald wrote this book for you. It provides critical insights on human behavior that will help you to understand and control your sales calls.<\/li>\r\n<li><strong>For Sales Managers<\/strong> If you are a sales manager or a coach, Brad\u2019s book will challenge you. It will ask you to consider the possibility that the best way to help a struggling salesperson may be to help them to create a better understanding of the fears, anxieties, and confusion that often arise about the sales process\u2014both the seller\u2019s and the buyer\u2019s. Understanding this is more essential than drilling your team in the right tactics. Of course, the tactics are important. They\u2019re the answer to the question, \u201cWhat do I do?\u201d But understanding the \u201cwhy\u201d behind the tactics might just be the best place to start.<\/li>\r\n<\/ul>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"BUY_THE_BOOK\"><\/span><a href=\"https:\/\/www.amazon.com\/gp\/product\/0578467275\" target=\"_blank\" rel=\"noopener\"><strong>BUY THE BOOK<\/strong><\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Any sales professional can understand how to identify and learn from the psychological motivators that cause buyers and sellers to do what they do. The book offers clarity and control over the sales process to salespeople, and powerful insights on coaching to managers.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"GRAB_YOUR_FREE_SAMPLE_CHAPTER\"><\/span><strong>GRAB YOUR FREE SAMPLE CHAPTER<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Increase your clientele with better prospects.<\/p>\r\n<p><em>We will email you instructions on how to access your content and other important information.<\/em><\/p>\r\n<script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script>\r\n<script>\r\n  hbspt.forms.create({\r\n    region: \"na1\",\r\n    portalId: \"21604003\",\r\n    formId: \"218f7d40-a52a-4c20-ad06-f5be9a519434\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>Why people do what they do in sales situations.<\/p>\n","protected":false},"author":167,"featured_media":10038,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1045],"tags":[1482,1024,1028,1071],"class_list":["post-10037","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sandler-books","tag-book","tag-sales","tag-sandler-methodology","tag-success-principles"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Art and Skill of Sales Psychology by Brad McDonald | Sales | Sandler Training<\/title>\n<meta name=\"description\" content=\"Download a free chapter of buy the book by Brad McDonald to learn why buyers and sellers do what they do and how to take control of your sales calls.\" \/>\n<meta name=\"robots\" content=\"index, follow, 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