Sales Psychology

Introduction:

(2 Days Duration)

The ability to ‘read’ and react to people remains a key ability of any successful salesperson. This session uses a number of models, tools and techniques to heighten an individual’s awareness of both themselves and others. Participants will be encouraged to think about different ways they can engage with customers and make connections on a deeper level. Highly practical, the session is interactive and participative, with a strong element of self analysis and feedback.
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Core behaviour/competencies developed during this module:

Recognising their own and others personality components
Adapting their behaviour for maximum customer comfort
Understanding their natural preferred selling style
Adjusting their sales approach to balance both company and customer objectives

Profiling how they and others operate in a team environment
Helping them understand and channel their psychological drivers
Detailing options to generate their own, and others motivation
Making customer connections and giving insight

Content:

Welcome, introduction & review personal objectives
Empathy Selling
– Concept of personality components
– Recognising the clues and adapting your approach
Selling Styles
– Critical areas of selling – ‘Concern for…’
– Plotting your own style and the ideal outcome
– Strategies for improvement
Buying Styles ~ Shifting ‘Concerns for…’
– Who do you prefer?
– Selling tactics and coaching the customer
– Application in Negotiation, KAM and Management
Belbin Team Roles ~ How are you?
– Behavioural tools vs psychometrics

Emotional Intelligence ~ EQ vs IQ
– Morons, imbeciles and idiots…
– Selling as an Art or Science?
– Emotional Competencies Model
Multiple Intelligences
Classic Motivation Theories
– McGregor: X and Y/Herzberg: Hygiene Factors/Maslow: Hierarchy of Needs
NLP and Meta-Programmes
– What is Neuro-Linguistic Programming?
– What are Meta-Programmes?
– Some useful
Customer Engagement and ‘Insight-ability’
Review personal objectives, summary & close