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DAY 1 - 09.00 am - 05.00 pm
01) Introduction: The Mind Behind the Sale
§ Why understanding
human psychology is the key to sales success.
§ The intersection
of human behavior and decision-making.
§ Overview of what
this program will cover
02) Part 1: Mechanics of the Organized
Sales Presentation (OSP) Model
§ Sell yourself
§ Sell needs
§ Sell solutions
§ Sell the sale
§ Keep the sale
03) Part 2: The Foundations of Sales Psychology
(a) The
Psychology of Decision-Making
§ How people make
buying decisions.
§ The role of
emotions vs. logic.
§ Cognitive biases
and how to leverage them.
§ 12 tips for
psychological selling
(b) Understanding
Buyer Personas
§ Identifying 14 different
types of buyers.
§ Tailoring your
approach to personality types.
§ The role of
empathy in sales.
(c) The Science
of Trust
§ Why trust is the
foundation of every sale.
§ Reduce relationship
tension & building rapport quickly and authentically.
§ The role of body
language and tone.
§ The use of sales linguistic
skills.
Part 3: The Art of
Persuasion
(a) The Principles of
Influence
§ The 6 principles
of persuasion (reciprocity, scarcity, authority, consistency, liking,
consensus).
§ How to apply
these principles ethically in sales.
(b) The Power of
Storytelling
§ Why stories sell
better than facts.
§ Crafting
compelling narratives that resonate.
§ Using stories to
overcome objections.
(c) Framing and
Anchoring
§ How to increase
task tension to get 100% attention at the start
§ How to present
your offer in the most appealing way.
§ The psychology of
pricing and value perception.
§ Anchoring
techniques to guide decisions.
§ The use of
tactical questions for leverage & control
DAY 2 - 09.00 am - 05.00 pm
Part 4: Overcoming
Objections and Closing the Deal
(a) The Psychology of
Objections
§ Why objections
are a natural part of the process.
§ Building
strategic defences against all kinds of objections
§ How to reframe
objections as opportunities.
§ Common objections
and how to handle them.
(b)The Art of
Closing
§ Psychological
triggers that lead to a "yes”.
§ When and how to
ask for the sale.
§ The art of using
multiple closing techniques
§ Creating a sense
of urgency without pressure.
§ How to prevent
rescissions.
Part 5: Advanced
Techniques for Sales Mastery
(a) The Role of
Emotional Intelligence in Sales
§ How to read and
respond to emotional cues.
§ Managing your own
emotions.
§ Building
long-term relationships.
(b) The Psychology of
Negotiation
§ Win-win
strategies that build trust.
§ How to handle
tough negotiators.
§ Power up with 15
negotiation tactics
§ The role of
patience & timing.
(c) Leveraging
Technology & Data
§ Using psychology
in digital sales (emails, social medias, etc.)
§ How data can
inform your psychological approach
§ Balancing human
connection with automation
Conclusion: Becoming a Master
of Sales Psychology
§ Recap of key
principles.
§ The importance of
continuous learning and adaptation.
§ Final thoughts on
ethical selling and long-term success.
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