Sales psychology in tech sales comes down to one misunderstood distinction — the difference between influence and persuasion — and top performers know which one actually builds lasting client relationships.
Most traditional sales training pushes persuasion tactics: poking, prodding, pressing for a close. Studies show that influence — helping buyers arrive at their own conclusions — creates stronger buying decisions and far better retention.
Most useful for IT sales managers, sales coaches, and account executives who want to build lasting client relationships.
