Sales Strategies and Psychological Principles Quiz

The tendency of individuals to prefer maintaining consistency in their actions and beliefs. In sales, this can be used by securing small commitments from customers, leading to larger commitments over time.

The belief that cooperation among individuals fosters a sense of community and shared goals. In sales, cultivating cooperative relationships with customers can lead to trust and lasting partnerships.

Labeling can influence behavior. Positive labeling can encourage customers to act in accordance with that label. Salespeople can affirm positive traits in customers to encourage them to make purchases aligned with those traits.

Expectations shape outcomes. Salespeople who believe a customer will purchase, their behavior may influence the customer to buy. Emphasizes maintaining a positive outlook in sales interactions.

Higher expectations result in improved performance. In sales, treating customers with kindness and respect can lead to better interactions and increased sales.

A sales technique using questions designed to elicit positive responses. This builds trust and rapport between salesperson and potential buyer.

A sales approach that focuses on the buyer's mental states through a sequential process.

A widely used framework used in mental-states selling that outlines the four stages a buyer typically goes through. 

This sales approach relies on stimulating desired responses from customers through various triggers like product features, visuals, or discounts.

This sales approach emphasizes understanding the buyer's needs, analyzing their reasoning, and presenting solutions tailored to their specific requirements.

The idea that people feel obligated to return favors received, which can be used to build customer loyalty by giving gifts or small gestures.

The principle of scarcity suggests that people value items more when they believe those items are in limited availability, leading to increased demand.

An approach that focuses on the buyer's rational thinking and their need to fulfill a specific purpose with a product.

The ability to adjust and change one's sales approach based on the specific situation and customer, rather than using a single standardized presentation.

The unconscious process of making quick decisions based on past experiences and ingrained patterns.

Identifying and understanding the customer's needs and wants before presenting any solutions or products.

A win-win approach in sales where both the salesperson and the customer feel they have benefited from the interaction.

A communication style that focuses on building rapport and fostering empathy. It prioritizes harmony and understanding over pushing for immediate results.

A communication style that is highly expressive, enthusiastic, and engaging. It thrives on open communication and emotional connection.

A communication style that values logic, analysis, and planning. It focuses on details, structure, and cautious decision-making.

A communication style that is decisive, assertive, and results-oriented. It favors directness, control, and efficiency over building relationships.

The initial step in the adaptive selling process, where salespeople identify potential customers who might benefit from their products or services.

The process of gathering information about potential customers before contacting them, including their needs, challenges, and potential interests.

The first interaction between a salesperson and a potential customer, where they introduce themselves, their company, and their value proposition.

Presenting the value proposition to the customer in a convincing and engaging way, highlighting the benefits and addressing any potential concerns.

Addressing objections raised by the customer in a professional and persuasive manner, providing solutions and re-framing concerns as opportunities.

The point at which the salesperson asks the customer to make a decision and commit to a purchase.

The follow-up after the sale, ensuring customer satisfaction, building a long-term relationship, and identifying potential opportunities for future sales.

A research project examining how using a foreign language (English) in team settings, especially negotiations, affects creativity and negotiation outcomes.

Negotiation tactics used to reach a mutually acceptable agreement. Examples include compromise, bargaining, and persuasion.

The ability to find creative solutions that benefit both parties in a negotiation, maximizing the joint gain.

Research conducted to identify the relationship between a foreign language competency, negotiation tactics, and the success of a negotiation.

Variables related to the participants and the environment of a negotiation, such as cultural background, industry, and negotiation experience.

The lowest price a seller is willing to accept for a deal. It takes into account all potential outcomes, including the likelihood of success and failure.

The highest price a buyer is willing to pay for a deal. It represents the maximum value the buyer is willing to assign to the deal's potential.

The difference between the buyer's highest acceptable price and the seller's lowest acceptable price. It represents the range of prices where both parties can potentially agree to a deal.

A provision in a contract that ties a future payment to the achievement of specific performance targets. It helps bridge the gap between buyer and seller valuations.

A value assigned to a deal based on uncertain future outcomes. The value is estimated by considering the probability of different scenarios and their associated outcomes.

A strategy in negotiation where the first party to make an offer sets a psychological anchor that influences subsequent negotiations. It helps to frame the negotiation in their favor.