Name: Carol Schmidt
Rating: 5
Author: Carol Schmidt

Association for Professional Selling Newsletter

In their second article on the psychology of sales, leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, analyse how we can be tricked by irrational thinking.

6 January, 2017: As humans, we make around 35,000 decisions every day. We may believe we compute the options rationally, and reach the right conclusions.

Overall activity levels are higher and I can definitely say that we are doing more sales now. Doing the program has made us much more aware of our own mind-sets and psychology when making calls.
Our people are much calmer now and they stay more positive rather than reacting in a negative way when things don’t go to plan. We often refer back to the tools and techniques from the program to help us deal better with the pressure that comes with the job.
Morgan Hunter
Carol Schmidt Corporate Search | Morgan Hunter 14th March 2017

Sales-Motivations fitted the bill because it was correctly tailored to the skill levels of my team, and the blended approach allowed them to learn whilst still being effective in the field.
Tim Sales Director | Leading Global Document Management Company 14th March 2017

I particularly liked the structure of the course, the logical steps and straightforward content and procedure’.
It was a great exercise and I’d be keen for other team members to take part.
Considering that he is a top performer, to see an improvement in this area is one which I had not reckoned to see her develop but am very pleased that it has.
Sales Managers Sales Managers | Leading Pharmaceutical company 14th March 2017

The programme was very beneficial and insightful, I learnt a lot
What was very captivating for me are the ANTS, ABC concept, motivation and success diary.
The programme has boosted my motivation and resilience.
CM Business Development Manager | Global Retail Bank 14th March 2017

Sales-Motivations has motivated and inspired me as well as given me the training and knowledge needed to drive myself and our company into the future.
Thanks again for a great course.
I’ve recommended it to a large company in Brisbane AU, let me know if they go for it.
LB Sales Managers | Industrial Lighting Company 14th March 2017

This is an engaging resource which offers sales staff an opportunity to explore the issues behind the skills they rely on every day.
The authors are clearly enthusiastic about improving personal effectiveness in this business critical area, and their approach – rooted as it is in psychology- is positive and persuasive.
For a pressurised, target driven sales executive the advice on offer is relevant and effective.
Lindsay Macadam Employability Advisor | Portsmouth University Business School 14th March 2017

Sales Motivations is a unique and cost effective training intervention that improves the motivation and resilience of sales people, based on research and proved in studies.
This innovative training programme is engaging, memorable and user friendly. We believe that it will benefit all sales teams.
Tony Jones Director 14th March 2017

With Sales-Motivations, at last I’ve found a solution that helps the sales representative and sales teams stay engaged and productive, by building personal and organisational motivation and resilience, which is the key to high performance.
Colin Hurst Director 14th March 2017

An excellent insight into a different way of motivating.
Richard D'Silva Sales and Marketing Director | SHE Software 14th March 2017

A very interesting and professional presentation with a very unique and different approach.
Kevin McKeown Account Executive | SHE Software 14th March 2017

Sales motivations’ e-learning is exceptionally well constructed and contains something for every person’s learning style.
The fact that there is underpinning research, which validates the effect of the techniques on sales performance, provides a powerful rationale for giving this training your time.
Elizabeth Philp Director | Roseway Ventures 14th March 2017

I see huge potential with Sales-Motivations as it is a perfect blend of leading edge psychology in a practical, accessible format.
The cognitive-behavioural approach is now recognised as being one of the most powerful in terms of making lasting positive changes to peoples’ way of thinking.
I think Sales- Motivations is a fantastic solution for busy sales people to be able to build their motivation and resilience and increase their success.
Tiffany Bowles Chartered Occupational Psychologist 14th March 2017

This programme to assist organisations where sales staff motivation is important is a must for anyone who takes their salesforce seriously.
Shaz Quereshi Managing Director 14th March 2017

As a direct result of using the program I have made more sales calls, opened up more opportunities and basically feel more confident in my sales approach.
Paul Lamb 14th March 2017

By adding Sales Motivations to our portfolio we are now able to close the loop on the thorny problem of enhancing and maintaining the motivation of salespeople over the long term.
Jeffrey Bean 14th March 2017

Her level of being able to cope with Pressure has definitely improved as she faces a lot of difficult challenges and has not buckled under the pressure that could easily have been the case.
He would often get into a negative mind set and not cope well with pressure. This has changed and he is much more positive and optimistic and cope’s much better.
She is definitely more confident in dealing with customers especially when they raise objections which she is much more confident about overcoming. Overall I’m very happy with content and style of course.
Sales Managers Sales Managers | Leading Pharmaceutical company 21st March 2017

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