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eBook: The New Psychology of Selling: Adopting New Selling Behaviors for a Changed World

Sales enablement

psychology sales and change

January 19, 2022Article

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What’s Inside

The changes in the sales professional’s world are outpacing the speed of skill adoption.

Sales professionals need a more efficient way to absorb new selling capabilities so that they can be used when they matter most: right now.

In Richardson Sales Performance's eBook, The New Psychology of Selling: Adopting New Selling Behaviors for a Changed World, we examine findings from more than 20 studies and surveys to isolate the five key ways to get better at adopting new skills.

We show how to: 

  • Simplify change with the theory of planned behavior
  • Adopt new skills with a three-part model
  • Align a team to new methods with group saliency
  • Create an environment that is conducive to change
  • Coach self-efficacy that enables ongoing flexibility

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