This is a modular Advanced Selling Skills Workshop designed for the way business is done these days. It draws upon the latest Science on Persuasion and the Psychology of why people buy, as well as how to use online and Social tools to persuade and sell.
People do not like being sold to and yet most of us like to buy. This course draws upon research that highlights the performance differences between good salespeople and the very best. It seems most people who excel at selling share many same behaviours and this course draws upon this.
It takes the student through a research based analysis into the habits and practices of truly successful salespeople and shows how to model and replicate those best-practices.
Module 2 explores the psychology of purchasers and precisely what is happening in the customer’s brain. Why do they readily say “yes” to some propositions yet reject others out of hand. We explore the entire area of Behavioural Economics and the fact that we do not think they way we think we think.
There is also a module on how to communicate compellingly and how to change one’s sales message according to the customer’s preferences so as to become even more compelling. We also explore the area of Persuasion and discover some of the factors that have been proven to persuade people to say “yes” to us.