Overview
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Learn the eight psychological concepts that play an integral role in the sales process, and how you can use these concepts to refine your sales approach.
Syllabus
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1. What Exactly is Persuasion?
- The behavior behind successful sales
- Eight key psychological concepts in sales
- Psychological concepts mapped to sales cycle
- Why should someone want to meet with you?
- Know your goals for the first meeting are
- First impressions can help you close the sale
- Know the qualities of your ideal client
- How you present can weigh more heavily than what you present
- Understanding the role of options
- Anticipating reactions
- Don't resist objections, embrace them
- The value equation
- The importance of relationships in negotiations
- Conceding in the moment
- This started with a handshake
- Don't ask, don't sell
- When is the best time to ask?
- Continuous learning: Three things to remember
