Sales Psychology
The sales psychology webshops are designed with a mix of Sales, relationships, communication and psychological tools as we believe that real change requires a good mix of the mind and the heart, IQ & EQ, High Tech and High Touch.
The tools include customer profiling based on business health, the decision role of customers, customer needs identification models, , value presentation tools, negotiating skills, sales closing techniques, and loyalty building tools.
The psychological tools include NLP & TA. NLP helps liberate the individual’s potential and helps focus energy to channel their life in exactly the direction they want to go. The programme draws on proven techniques developed by some of the world’s foremost peak performance experts. TA is considered the psychology of communication, based on the ego states of the sender and receiver of information.
Sales Excellence
By attending the ‘Sales Excellence’ webshop and practically applying the learnings, you will become equipped to understand the psychology of yourself, your team and your customers. Thereby building a good rapport, understanding needs deeply, presenting the value addition you can provide and thereby building a powerful, dynamic and growing partnership with all stakeholders boosting business performance.
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Brief details of each session is given below;
Session 1 – Sales Mindset & NLP
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This session set the stage for the series where you will understand sales, mindset for effective sales and how to enlist the power of mind through the science of NLP for effective sales. You will also deeply understand your own strengths and improvement areas and take baby-steps into the world of NLP by learning to apply the mental habits for Sales Excellence. Participants will undertake the Interaction Personality’ assessment before the session.
Session 2 - Understanding Customers
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This session helps you get a deeper understanding of the psychological profile, business health, and business mindset of your customers to carry out effective customer profiling. This will help you understand how customers develop such mindsets and how best to serve your customers’ needs by adjusting the selling approach to suit the customer profile.
Session 3 – NLP & TA Tools for Communication and Relationship Building
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This session helps you learn powerful NLP tools such as Pacing, Mirroring, Pattern Interrupt, Deep Listening and Modality (Visual, Auditory, Kinesthetic) based communication to build trust and powerful relationships. You will also understand the ego states of parent, adult and child from TA to be effective in understanding others and communicating effectively.
Session 4 – Overcoming Psychological Obstacles for Sales Success
This session helps understand the use of SWISH, Reframing and Anchors to deal with non-value-adding habits, demotivating memories and psychological obstacles negatively impacting your sales effectiveness.
Negotiating Excellence
By attending the ‘Negotiating Excellence’ webshop and practically applying the learnings, you will become an expert at identifying opportunities to negotiate, develop the mindset and skills required to negotiate, learning about the types and style of negotiators, planning to negotiate, experience the realities of negotiating and learning how to evaluate the success of negotiating.
Session 1 – Negotiation Essential
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In this session, you will learn the principles and process of negotiation, how we learn to negotiate, recognize opportunities to negotiate, and your own negotiating style. We will also learn the attitudes, beliefs, skills and knowledge required for effective negotiations, especially in the current reality and the new normal.
Session 2 – Negotiating Psychology
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In this session, you will learn psychological concepts and tools to understand yourself and the party you are negotiating with. You will learn about the type of negotiators, rules of negotiating, success factors and disruptive factors of negotiating.
Session 3 – Negotiating Planning
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In this session, you will learn how to research the priorities of your own organisation and the other party’s organisation in relation to the negotiation, how to gather information at the pre-negotiation meeting, set negotiation objectives, and strategies and plan the negotiation. This will be learnt based on a real-life negotiation in relation to your business and your realities.
Session 4 – Negotiation Practical
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In this session, you will carry out a negotiation roleplay based on the plan developed in the earlier session and learn the realities of negotiation in a practical manner. You will also learn how to evaluate the success of the negotiation and areas you need to improve to be effective in your negotiations
Who can benefit by participating?
Negotiating Excellence is for any business professional directly responsible for negotiating with customers, suppliers, competitor or any party where they need to resolve differences.
Timing
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