Welcome to understanding your sellers! In our previous work, you focused on understanding yourself - your personality, motivations, and communication style.
Now we're making a crucial shift: from "me" to "we." Your insights about human psychology become powerful when applied to your sales team.
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Ready to see your sellers in a whole new light?
Here's a fundamental truth: each seller on your team has a rich, complex internal world just like you do. They have unique personalities, fears, motivations, and communication preferences.
Yet most sales managers treat everyone the same way - usually their own preferred way.
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Can you think of a seller on your team who's very different from you?
Before we dive deeper, let's address something important: the ethics of applying psychology with your sales team.
We're not trying to manipulate or "figure people out" for selfish gain. We're seeking to understand so we can better support, motivate, and coach.
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What's the difference between understanding and manipulating in your mind?
Your goal isn't to become a psychologist or label people. Instead, you're developing observation skills to notice patterns in how each seller performs best.
Think of it like being a good coach - you notice what makes each player thrive and adjust your approach accordingly.
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How might this mindset change how you manage your sales team?
When you truly see sellers as individuals with unique internal worlds, everything changes. The analytical seller isn't "slow" - they might need data to build confidence.
The relationship-focused seller isn't "wasting time" - they might close through trust-building.
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What assumptions about your sellers might you need to reconsider?
