The iceberg theory Theorized by Freud, the iceberg theory highlights the fact that the majority of our behaviors come from the subconscious. Just Tunisia Email List like icebergs that come into contact first through their non-visible parts: the subconscious, your first contact with your prospects is first of all unconscious. This observation also applies to telephone or digital relationships, hence the importance, in this case, of the photo. So to improve your trading performance by refining your negotiation technique, tackle your unconscious impact. We can’t help but act: the key to successful negotiations and enhanced sales performance Based on this observation, two questions are necessary to succeed in negotiating well:

What signals am I trying to send? How do I get the other person to pick up these signals? To apply the responses resulting from this reflection, you need to condition your behavior so that you perceive more positive signals than negative signals. Gain sales performance by spreading your value from the first sales contact The first step is to work on the personality profiles in order to deduce the signals that I must send. Then answer the following questions to consciously act on the subconscious: What do I want to sell to my interlocutor? How do I make him perceive the value of what I want to sell him? The objective is to determine the stakes of the negotiation in order to bring value from the first contact, even before the conscience is active. It is the guarantee of an optimized commercial performance.

Gain Sales Performance By Spreading Your Value From The First Sales Contact

Making contact: a major issue in negotiation and commercial performance Commercial negotiations begin as soon as contact is made. It must convey the value of what we want to offer without having to formulate it clearly. Indeed, your interlocutor will seek, throughout your commercial negotiation to confirm his first impression whether positive or negative. So take care of that first impression. Thus, you will initiate the negotiation to your advantage without having to act and will work on your commercial performance. Conclusion for maximized business performance These recommendations come from the principles of Neuro Linguistic Programming (NLP). They are easy to apply if we take into account that it is impossible not to act on someone.


Keep this precept in mind in order to start your negotiations before your interlocutor is aware of it. 2 key questions to successfully negotiate and develop your sales performance without taking action Who do I want to contact? Prepare your business negotiations by learning as much information as possible about your interlocutor in order to determine the effect you want to have on them. This will allow you to answer the second question: What signals do you want them to see? Once the conclusions are established, do everything to make your first impression the most impactful and positive for your prospect. So you will have already gained the advantage in your commercial negotiation without taking any action.

Making Contact: A Major Issue In Negotiation And Commercial Performance

Marketing was the first function to become data driven to optimize all of its actions in the sales funnel, whether in acquisition, transformation or loyalty. But it must face up to structural changes which will call into question these gains. The first is the rise of what we can call “data privacy”, ie the fact that more and more people no longer want their data to be collected for targeting purposes. GDPR is just the beginning of the story. And the question will arise of how to be relevant when we have less and less data on people. The second will certainly be the switch from keyboard + mouse to mobile + tactile to vocal + visual: we will talk to our favorite brand and we will show them what we like.

This creates even more data which is more qualitative and which it will be necessary to know how to use. When we look at the first and the second evolution, we are in a strange paradox which is that we will have even more data (conversation, images, videos) and at the same time the subjects of privacy will become more and more powerful. . Today, customers no longer need to come to a point of sale to make a purchase. Transactions are increasingly carried out over the internet or via smartphones. Thus, consumer practices have emerged, consumers’ expectations vis-à-vis points of sale have changed. Is this the end of points of sale? Or the opportunity to evolve and re-enchant the visitor with an unforgettable experience? What has changed in purchasing behavior?

Leave a Reply

Your email address will not be published.