Psycology of Selling

Psychology of Selling
Welcome to the “Psychology of Selling” course, where the art and science of successful sales converge. In this dynamic program, participants will delve into the intricacies of human behaviour, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals, build lasting client relationships, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales.

Looking to improve your selling skills?

This five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results.

Develop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information, providing customers with insights and new ways of looking at problems.

Prospecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters.

Build trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence.

Ineffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers, and spend your otherwise wasted time to improve prospects.

Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.

Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.

Who is it for?

This training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.
Agenda

The Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success
Consumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process.

Organisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers

Segmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics.

Creating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual
Effective Prospecting Break through the noise and gain your prospects interest.

Qualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat, but are not ready to buy. Quality your prospect to ensure you save yourself time, and energy disqualifying prospects who are not ready to buy.

Booking Meetings – Increase the number of meetings booked with quality prospects
Identifying Needs on Discovery Calls Explore how to ask the right questions to discover your prospects needs and motivations

Positioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.

Objection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy.

Negotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer

Closing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.

Following up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.