Question

An industrial psychologist has been hired by a company to evaluate the strategies that their sales team uses when planning their negotiations with potential customers. After interviewing the sales staff, the psychologist finds that the sales team members are often too confident that the customers will easily agree to buy their product. In fact, the sales staff members often reported that they were shocked when they were unable to close a deal. _________________________

Answer 1

The correct answer to this open question is the following.

It seems that your question is incomplete. Indeed, there is no question here. Just a series of statements.

What is your question? What do you want to know?

However, trying to help you we did some deep research. What this statement ask you to do is to consider what would you recommend as a psychologist in order to instruct the sales team so they can have a better sale strategy next time.

If that is the case, then, our answer will be this one.

The psychologist has to ask the members of the sales team to assume the role of the consumer. Yes, to put themselves in the "shoes of consumers" to try to understand their perspectives as consumers. The sales team members can imagine a series of objections thinking as consumers about not buying the company's product.

Using this technique would allow the sales team to identify what the problem is, the consumers' objections, project solutions, and be well-prepared next time they try to sell the product because they will have answers that address the concerns of the customers.

So instead of being overconfident, the sales team will be prepared to offer the correct explanations trying to convince consumers.