We guide sales directors and sales professionals in understanding and using psychological dynamics to close complex sales. We determine the psychological and emotional makeup of key participants in the sales process and use our proprietary predictive analytics modeling to tailor data driven strategies.
In complex sales involves a long sales cycle and dealing with different personalities of multiple decision makers. We gather intelligence for understanding the key sales issues and for building effective relationships during the sales process. We provide accurate intelligence concerning the psychological, motivational, personality needs, and the buying requirements of prospects before the sale and during the sales process.
INTELLIGENCE GATHERING, ANALYSIS AND STRATEGIES
Gathering intelligence begins with interviewing our clients about their sales process and gaining useful information about their targets. Additional information is gathered using our proprietary data bases. The information is processed using predictive analytics.
Predictive analytics allows us to interpret large amounts of information to develop specific sales strategies and to tailor tactics for each buyer or multiple decision makers throughout the sales process.
A sales director, representing a high-end security service company, was struggling to get his proposal approved by the CEO of a nonprofit organization. Human Interaction Solutions was asked to formulate a strategy to help the sales director close the sale.
Our Research & Insights:
Our analysis of the CEO’s personality, psychological, and behavioral patterns revealed an intriguing challenge. It was evident that the CEO was highly creative, extremely competent, and a highly regarded thought-leader in his industry, but he was also a very disturbed individual. Psychologically, the CEO was likely to suffer from significant issues compounded by extremely low self-esteem. We concluded that his unwillingness to approve a proposal was directly tied to the satisfaction of power he felt when he denied vendors and other business matters from moving forward.
Strategy & Outcome:
We developed a strategy for the sales director to help the CEO gain respect and positive recognition. For example, the sales director:
- Hired a publicist to place the CEO’s latest article in a well-known trade journal
- Helped the CEO receive an invitation to testify as an expert before a congressional subcommittee and arranged a recognition after-party.
- Arranged periodic meetings with the CEO to discuss non-sales related security issues to build a non-sales relationship.
- Revised his proposal in a narrative format to include the CEO’s thoughts on security issues, facts and figures.
As a result of the strategy and successful implementation, the CEO signed the contract with the security company.