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The Psychology of Successful Selling

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- The Psychology of Successful Selling -

Course Overview

Nothing happens in business until somebody sells something. Without sales, even the biggest and most sophisticated organisations will close, so this means to be successful at selling, you need to close more sales more often.

That’s why The Psychology of Successful Selling is perfect for new and experienced salespeople, as it takes a fresh look at the psychological reasons customers and prospects buy (or don’t buy). There are six key result areas in the role of a sales professional. They include: 1) Prospecting 2) Building rapport and trust 3) Identifying needs 4) Presenting a solution 5) Closing the sale 6) Getting resales (and referrals). 

This highly interactive training focuses on giving salespeople the tools and techniques to improve their sales performance. Your people will learn the value of developing a sales mindset, prospecting, engaging the customer, delivering a sales proposition, how to overcome objections and the best way to ethically close sales.

Key Learning Outcomes

  • What are the core behaviours and skills of successful sales professionals
  • What makes people want to buy
  • Understanding the psychology of selling
  • Be likeable. Customers or prospects won’t buy from you if they don’t like or trust you
  • Deep diving into the sales pipeline and why you need to always to keep it full
  • The sales meeting and steps through the process
  • Starting out with rapport and trust. Insights into a persuasive sales conversation
  • Understanding the concept of pacing and leading
  • How to qualify your customers and prospects during the early part of the sales conversation
  • Telling is not selling. Why using a consultative and question-based approach is the only way to conduct a sales conversation
  • How to eliminate or dramatically reduce objections before they occur
  • Why customers want to take action
  • Knowing when to ask for the order
  • How to follow-up after the sale

Training Outline

Morning Session

Module 1. An Introduction to Selling Smarts

  • The challenges of modern selling
  • Assess your own selling skills and how do they measure up
  • The need to establishing credibility and rapport
  • Exploring the psychology of selling
  • Understanding the two main buying motivational drivers

Module 2. Situational Selling (Question-Based Selling Skills)

  • Why asking questions are essential in sales
  • Understanding the selling funnel
  • ICON questions
  • The 4 essential questions in the sales process
  • How to ask questions in order to build rapport, gain credibility, find the customer’s concerns and establish your product as a logical solution
  • Investigate, Concern, Outcome, Need.
Afternoon Session
Module 3 and 4. Building Powerful Relationship Connections
  • Understand the psychology of different customer buying styles and why you must understand the customers buying motives and preferences
  • Understanding the ‘Direct’ customer
  • Understanding the ‘Expressive’ customer
  • Understanding the ‘Analytical’ customer
  • Understanding the ‘Relational’ customer

Training Options

We realise every client is different. You may have only half a dozen people to train, or perhaps you’re running a conference and want a guest speaker or a trainer to undertake a high impact, short breakout session.

Whatever you have in mind, we want to help you achieve your training goals. Let’s start a conversation and find out what’s happening at your place and what you want your people to be able to do differently as a result of training. If you’re on a tight budget, we get that as well. Rest assured, we are good listeners, and we are here to help you achieve your outcomes.

  • 1-day Training (7 hours)
  • Half-Day Express (3 hours)
  • Lunch & Learn (60 minutes)
  • Online Training (Self-paced)
  • One-on-One (Zoom) Coaching