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Steve Fawthrop

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6 Biases That Affect How You Sell

Posted by Steve Fawthrop

November 27, 2019

In today’s market, two of the biggest differentiators for success in sales are based on sales coaching and sales innovation. The most successful salespeople are multi-talented, with their greatest differentiators being knowledge and professional development.

Proactive sales coaching is vital to sales teams because of a well-known principle in the field of psychology known as self-serving bias. Self-serving bias is defined as people’s tendency to attribute positive events to their own character but attribute negative events to external factors.

Salespeople with a self-serving bias will not ask for coaching, or don’t feel the need for further innovation because they don’t think anything is wrong. Additionally, there are six other biases stopping salespeople from closing sales.

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Topics: personal development, coaching, sales enablement

Understanding the Five Buying Decisions Made During the Buyer's Journey

Posted by Steve Fawthrop

May 31, 2019

Salespeople and marketers often focus on the sales process to track a commitment. Different labels are put on selling steps, but generally they are seen as: identify, connect, discover, advise, and close. (Read more about our recommended sales process.)

What can be forgottenand shouldn't beis that a prospect is also going through a buying process, their buyer's journey, in sync with your efforts to sell.

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Topics: Buying Process, target personas, Buyer's Journey

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