The Psychology of Selling
"The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell." - Jay Abraham
The Sales Process
The sales process is a requirement for the ongoing success of every organisation and so it is essential that every person involved in the sales process be trained and constantly upskilled.
The Psychology of Selling is not just a sales training, it is the new way of helping people to buy from you.
We all know that just motivating sales people and giving them product knowledge is not enough - Selling is a professional, interactive process that requires a high level of emotional intelligence and interpersonal skills.
The Psychology of Selling recognises that each purchaser has their own buying strategy and unless the sales person understands and meets the criteria of this strategy the sale will be lost. The sales professional equipped with the ability to understand the purchaser’s psychology will demonstrate how their product or service dwill enhance the purchaser’s life in a way that allows them to buy.
Selling Methodology
Using an ‘inside out’ approach this training starts with the sales person’s own ‘frames of mind’ so that they operate with postive beliefs about the sales process.
Interactive exercises and techniques from NLP develop the sales person’s ability to read the 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.
Understanding the psychology of selling is important to sales people at all levels and this training is an important ‘soft skills’ add-on to existing methodologies such as Target Account Selling (TAS).
Benefit of the Psychology of Selling:
- A positive approach to the process of selling
- Overcome fear of rejection with cold calls
- Develop the ability to ‘read’ a customer
- Quickly identify who is ready to buy your product/service and who is not
- Shorten the sales cycle
- Increase the number of satisfied customers
- Be perceived as a professional and trusted advisor
Participants will learn to:
- Build Instant Rapport
- Tap into the concious and unconcious mind of the buyer
- Understand the clients' buying criteria and politics
- Position yourself as a professional
- Be at ease with your sales 'identity'
- Easily elicit buying values and criteria
- Persuasively link their values to your product and services
- Gain support within an organisaton
- To anticipate and neutralise objections before they arise
- Close the 'knowing doing gap'
Who should attend the Psychology of Selling?
Sales people, sales managers, client managers, customer support personal.
“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
confi dence; solicit customers’ needs and infl uence buying decision.”
- Koh Lian Peng, Quality Management & Training, FujiXerox
Contact us now to learn about the Psychology of Selling and the impact it will make to your organisation.
We are based in Singapore but conduct programmes for our clients in Australia, Malaysia, Indonesia, Thailand, India and the Middle East.
Please note that whilst it bares the same name, The Psychology of Selling is not a Brian Tracy program. The psychology included in the training comes from the influence research of Albert Bandura et al, Neurolinguistic Programming (NLP) and Neuro Semantics.