Episode 16: The Psychology of Granum

In this episode, Heather Price and Sabine Robinson talk about the psychology and objectives of each step of the sales cycle. It’s important to conduct each step but it is also essential to maximize the effort and the skill with each step. They both dive deep into each of these steps and give us the important facts we need to know in order to have a successful sales cycle. Understanding the psychology behind the steps is an important factor in order to have a successful sales cycle. In the Say That Again Segment, they role-play a conversation where the FR (financial rep) struggles with the close or the closing ratio is half of what it should be.