Ep 5: The Psychology of Selling with Terrence Bostic, PhD in Psychology

In this Best Sellers Podcast episode, host Doug Dvorak interviews Terrence Bostic, a PhD in Psychology and managing partner at CMA Global. They discuss how understanding psychological principles can enhance sales strategies, the importance of trust and empathy in sales, and how critical thinking and persistence are key traits for successful salespeople. Terrence also emphasizes the evolving nature of sales with the integration of data analytics and AI, while focusing on the necessity of a supportive workplace culture to retain and motivate sales teams.

00:00 Introduction to Shared Concerns in Business
01:01 The Role of Psychology in Sales
01:43 Meet Terrence Bostic: Background and Expertise
03:47 Understanding Industrial Psychology and Sales
08:39 The Importance of Trust in Sales
15:36 Handling Objections and Rejections
17:10 Traits of Successful Salespeople
27:04 The Impact of Culture on Sales Performance
36:38 Future Trends in Sales Psychology
38:40 Practical Advice for Sales Leaders
41:53 Conclusion and Contact Information