Sales Training and the Psychology of Selling

The Psychology of Selling

“Selling is a professional, interactive process directed toward demonstrating to all your buyers how your product or service serves their self interest, and will enhance their lives.”
- Heiman

This sales training teaches your sales team the principles and practice of the psychology of selling and influence.

Starting with their own ‘frames of mind’ as a sales person the participants develop their soft skills to be able to connect with the customer and influence with integrity.

Exercises enable the sales team to read the potential customer through non-verbal cues and precision questioning. Graduates of this program find that with gentle probing they are easily able to uncover the values and buying strategy of anyone they meet.

This sales training incorporates, techniques from Neurolinguistic Programming (NLP). NLP has been proven to greatly increase the effectiveness of sales people.

Understanding the 'psychology of selling' is important to sales people at all levels, and this sales training is an important ‘soft skills’ add-on to existing methodologies such as target account selling (TAS).

A three day sales training workshop is recommended, although it can be presented in two days. Subsequent half-day follow-ups and sales coaching for key individuals, increases effectiveness. This sales training can be customised to your organisation and the experience of the team. Practical exercises and case studies ensure that what is learned is translated into actual sales.

The selling ‘frame of mind’
Understanding the communication model
Building rapport
The art and science of asking questions
Identifying the client’s values and frames of mind
Eliciting the client’s buying strategy
Attaching the client’s values to the solution
Flexibility when dealing with different personalities
Persuasive language patterns
Asking for the sale
Reframing objections

“The Psychology of Selling workshop helped our sales professionals to add a layer of essential soft skills on their existing sales process and methodology. After the training, they learned ways to manage their mental state and confidence; solicit customers’ needs and influence buying decision.”

Koh Lian Peng - Quality Management & Training, Fuji Xerox

Visit our client page to see which companies have benefited from the 'Pyschology of Selling' sales training.