USING PSYCHOLOGICAL TECHNIQUES IN SELLING

EXECUTIVE SUMMARY

A proactive sales team is Dream Team of any bosses. In these days of increased competition, faster growing technology and time-to-market pressures, it’s not enough just to deliver “a good product”! The use of psychological techniques will strengthen your sales appeal and you will benefit from the buyer behavior of “People buy people first”.

The main difference between your competitors and you is people who sell and deliver the value of the product, service or solutions that the client buys.

Success comes only to those companies that maximize the performance abilities of their people at the frontline level.

This is highly-interactive workshop which aims to impact upon passion, instill confidence, inspire fun as well as to Equip, Empower and Engage.

WHO WILL BENEFIT?

• Sales Agent, Sales Executives, Managers, Leaders & Trainer

TRAINING METHODOLOGIES

• Dynamic & Highly Engaging Presentations
• Fun & Objective – Oriented Simulations
• Highly Interactive Facilitation
• Application Discussion to develop strategies
• Car park of Objective Soliciting
• NLP Installation Strategies

OBJECTIVES

¤ Gain insights into the 3 ways people buy

¤ Gain Motivation to strengthen your mind set with positive thinking and attitude on the job

¤ Develop strategic and specific questions to uncover buying motives

¤ Master Non-Verbal aspects of communication to assert positive influences in selling

¤ Master selling psychology to enhance Rapport & Persuasion

¤ Understand how people receive information and their thought preferences

¤ Using Linguistic patterns to influence the buying processes

¤ Use subliminal Commands to lead to closing

¤ Confirm sales with lesser resistance

SPECIALIST TRAINER

- Dr. ZIFU – Master Class Trainer

COURSE FORMAT

This Highly Interactive 2-day workshop is designed for 30 participants per workshop

COURSE MATERIALS

Participants will walk away with these resources:

§ A workbook that contains reading of the concepts and techniques, for use during the workshop and as a reference for field applications

CUSTOMIZATION

This program is can be further customized for and is adapted from the book “Using Psychological Techniques in Selling”

VALUE – ADDED ACTIVITIES

“The Bingo” as the Icebreaker to encourage fun

Show Me the $$$ (can include target setting by salespeople)

Knots – To Free The Mind

Water!!! For Active Listening & Engaging Strategies

Group Brainstorming on Prospect Sourcing. Questions Scripting and Objections Handling

Energizer

Observational Feedback on selected participants

COURSE CONTENT

Icebreaker and Workshop Objectives

Fundamentals of Sales Professionals

• Personnel Foundations – Mindset and Attitude
• 7-11 & I.M.P.R.E.S.S ©
• The Generic Sales Cycle

Foundations for Success

• The Communication Model
• Words That Sell
• Strategic Applications of Tone and Body Language

Prospecting Strategies

• 3 Basic Ways to Prospect and 3 Markets to Tap
• Fundamentals of Tale-Consulting
• Group Brainstorm: Where are the prospects

Determining Needs – Finding the M.A.N

• The Rationale of Questioning
• Types of Question
• Application: Question Scripting
• An Active Listening Game
• Active Listening Questionnaire: Guilty or not guilty?
• Listening Dos and Don’ts

Psychological Techniques in Rapport Building

• Understanding buying patterns with Mental Maps
• NLP Rapport Strategies & the Power of Calibration
• Practices for Calibration, Matching and Mirroring
• Strategic Selling Applications

More Psychological Techniques

• Quick Tips to Managing Resistance
• Reading Buying Signals
• 5 power Applications of Linguistics
• Psychological Techniques in Objections Handling
• Shift & Pattern Interrupt
• The Powerful “F” word

Objections Handling Workshop

Group Brainstorming: Towing the cars in the park

Closing the Sale

• The Use of Metaphor – incorporating techniques
• Conventional Closing & Subliminal Closing Techniques