{"id":51251,"date":"2019-03-28T19:07:00","date_gmt":"2022-10-18T19:07:46","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=51251"},"modified":"2022-10-26T20:18:58","modified_gmt":"2022-10-27T03:18:58","slug":"the-new-breed-of-sales-professionals-part-3","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/the-new-breed-of-sales-professionals-part-3\/","title":{"rendered":"The New Breed Of Sales Professionals: Part 3"},"content":{"rendered":"\n<p>In this three-part series, we cover three tactics essential to the modern salesperson: disrupting buyer inertia, harnessing the conversion power of advocacy, and leveraging the psychology of purchase decisions.<\/p>\n\n\n\n<p>Part one:&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/blog\/2019\/03\/-the-new-breed-of-sales-professionals--part-1.html\" target=\"_blank\" rel=\"noopener\">disrupting buyer inertia<\/a>.<\/p>\n\n\n\n<p>Part two:&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/blog\/2019\/03\/the-new-breed-of-sales-professionals--part-2.html\" target=\"_blank\" rel=\"noopener\">the power of advocacy in converting leads<\/a>.<\/p>\n\n\n\n<p>Most of the purchase decisions your customers make are driven by emotion and impulse, rather than logic.<\/p>\n\n\n\n<p>As a result, the modern sales professional has to take advantage of modern sales techniques and insights if they want to survive and thrive.<\/p>\n\n\n\n<p>In this three-part series, we\u2019ve already discussed two principles that modern sellers need to master to continue to meet the changing needs of their buyers:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\n<p><a href=\"\/au\/blog\/2019\/03\/-the-new-breed-of-sales-professionals--part-1.html\" target=\"_blank\" rel=\"noopener\">Disrupting buyer inertia<\/a> by understanding and addressing about what your target customer wants, not focusing on what your product or service is.<\/p>\n<\/li><li>\n<p><a href=\"\/au\/blog\/2019\/03\/the-new-breed-of-sales-professionals--part-2.html\" target=\"_blank\" rel=\"noopener\">Harnessing the conversion power of advocacy<\/a> \u2013 the highest-converting source of product and service information.<\/p>\n<\/li><\/ul>\n\n\n\n<p>Today, we\u2019ll explore the third and final principle: the psychology of purchase decisions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"how-customers-brains-trick-them-into-buying\">How customers\u2019 brains \u2018trick\u2019 them into buying<\/h2>\n\n\n\n<p>Modern neuroscience has proven that most of the decisions we make are emotionally initiated and then logically validated. What that means in the sales realm, is that from interest to negotiation our brains trick us into making seemingly logical decisions that are actually fuelled by emotion and impulse.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\u201cOur brains trick us into making seemingly logical decisions that are actually fuelled by emotion and impulse.\u201d<\/p><\/blockquote>\n\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2Fthe-new-breed-of-sales-professionals-part-3%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=%E2%80%9COur%20brains%20trick%20us%20into%20making%20seemingly%20logical%20decisions%20that%20are%20actually%20fuelled%20by%20emotion%20and%20impulse.%E2%80%9D\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=%E2%80%9COur%20brains%20trick%20us%20into%20making%20seemingly%20logical%20decisions%20that%20are%20actually%20fuelled%20by%20emotion%20and%20impulse.%E2%80%9D&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2Fthe-new-breed-of-sales-professionals-part-3%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2Fthe-new-breed-of-sales-professionals-part-3%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"\u201cOur brains trick us into making seemingly logical decisions that are actually fuelled by emotion and impulse.\u201d\" https:\/\/www.salesforce.com\/au\/blog\/the-new-breed-of-sales-professionals-part-3\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<p>The reality is that customers don\u2019t buy the best tactical solution for their needs. They buy products and services that meet both their functional and technical needs, as well as their strategic and emotional needs. If they didn\u2019t, the term \u2019retail therapy\u2019 wouldn\u2019t exist.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"execute-your-sales-strategy-with-passion-and-conviction\">Execute your sales strategy with passion and conviction<\/h2>\n\n\n\n<p>So how can you move from selling solutions to feelings? One of the easiest ways, is to look for the deep-rooted feelings and beliefs that underpin your own organisation, and lead with those in your customer interactions. Create interactions that rely on <a href=\"https:\/\/www.salesforce.com\/au\/blog\/2018\/06\/4-simple-exercises-to-build-your-customer-service-teams-empathy.html\" target=\"_blank\" rel=\"noopener\">building empathy with the customer<\/a>.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\u201cCreate interactions that rely on building empathy with the customer.\u201d<\/p><\/blockquote>\n\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2Fthe-new-breed-of-sales-professionals-part-3%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=%E2%80%9CCreate%20interactions%20that%20rely%20on%20building%20empathy%20with%20the%20customer.%E2%80%9D\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=%E2%80%9CCreate%20interactions%20that%20rely%20on%20building%20empathy%20with%20the%20customer.%E2%80%9D&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2Fthe-new-breed-of-sales-professionals-part-3%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2Fthe-new-breed-of-sales-professionals-part-3%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"\u201cCreate interactions that rely on building empathy with the customer.\u201d\" https:\/\/www.salesforce.com\/au\/blog\/the-new-breed-of-sales-professionals-part-3\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<p>Studies have shown that 67% of buyers purchased a product or service for the first time because of a position that brand took on a particular issue.<\/p>\n\n\n\n<p>The best part about belief-centric approaches is that your team will be able to execute them with passion and high conviction, stirring a huge amount of positive emotions in your customer\u2019s mind and moving them to convert faster.<\/p>\n\n\n\n<p>Learn more about modern selling in our free ebook:&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/form\/pdf\/sell-faster-smarter.jsp?d=7010M000001yk8ZQAQ&amp;nc=7010M000001yk8eQAA\" target=\"_blank\" rel=\"noopener\">4 Steps to Transforming Your Sales Process<\/a>.<\/p>\n\n\n\n<div class=\"layout-three wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">4 Steps to<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Transforming Your Sales Process<\/p>\n\t\t\t\n\t\t\t\t\t\t\t\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link\" href=\"https:\/\/www.salesforce.com\/au\/form\/pdf\/sell-faster-smarter\/?d=7010M000001yk8ZQAQ&amp;nc=7010M000001yk8eQAA\">Learn More<\/a><\/div>\n\n\t\t\t\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-three.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-three.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>In this three-part series, we cover three tactics essential to the modern salesperson: disrupting buyer inertia, harnessing the conversion power of advocacy, and leveraging the psychology of purchase decisions.<\/p>\n","protected":false},"author":1,"featured_media":51253,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"0c2b96fa4e8b4b72ae31a05b6193e946","post_meta_title":"","ai_synopsis":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[2554,2468,2473,2470],"sf_content_type":[],"coauthors":[2454],"class_list":["post-51251","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-customer-journeys","sf_topic-sales","sf_topic-practical-tips","sf_topic-sales-strategies"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>The New Breed Of Sales Professionals: Part 3 | Salesforce<\/title>\n<meta name=\"description\" content=\"In this three-part series, we cover three tactics essential to the modern salesperson: disrupting buyer inertia, harnessing the conversion power of advocacy, and leveraging the psychology of purchase decisions.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/au\/blog\/the-new-breed-of-sales-professionals-part-3\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The New Breed Of Sales Professionals: Part 3\" \/>\n<meta property=\"og:description\" content=\"In this three-part series, we cover three tactics essential to the modern salesperson: disrupting buyer inertia, harnessing the conversion power of advocacy, and leveraging the psychology of purchase decisions.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/au\/blog\/the-new-breed-of-sales-professionals-part-3\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2022-10-18T19:07:46+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-10-27T03:18:58+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/premier_selling.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"600\" \/>\n\t<meta property=\"og:image:height\" content=\"400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Salesforce\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" 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