Psychology of Sales

2interact

Psychology of SALES

Psychology of Sales Training

(Sales process and product knowledge are only contributors to sales. To be great in sales you need to understand the psychology of sales.)

“How could it be that 2 people with exactly the same knowledge and facts, exactly the same situation and both dealing with the same person, have vastly different results?” The one gets a ‘Yes’ and the other a definite ‘No’. Here lies the difference between success and failure in sales, and therefore successful business.

We see so many sales people that are continuously going on courses. They know their products very well and work very hard, yet they still battle to close deals, although they may be following the best sales process. Great sales people focus much more on the human aspect than average sales people.

The top 5% of sales people generate more sales than the other 95% combined. The major difference is the psychology of sales. Knowing what makes people tick is what it is all about. This course focuses specifically on theses aspects. The main areas covered are :
                 Thinking preferences and selling preferences
                 Understanding your own and that of the other person/s
                 How to change your style to that of the other person/s
                 Trust and Ethics
                 The psychology of Influence and Persuasion
                 Sales climate (including Attitude)
                 General sales principles
                 Handling objections
                 Dealing with difficult customers
                 Closing that deal
                 Believing in yourself

This course will handle the theory, give practical examples as well as role play and practical work. The first part of the course is 1 day (agenda attached) followed by a ½ day session of participants presenting / selling to a real life example from their organisation. This ½ day preferably takes place the day after the formal training or within 1 month of the initial 1 day.

This course is applicable not only to sales, but also negotiation, service management, change management, presentation skills and team building.

Depending on your requirements this course can be customized.

Free analysis of your style of communication …… the basis for improving relationships, conflict, sales, negotiation, in fact any human interaction.