The technique of sales psychology

Descrizione del corso

Objectives: The course focuses on behavior techniques to successfully manage a discussion, basing on relational psychology, behavioral psychology and NLP. Audience: • Salesmen, representives • Sales managers • Area managers

Programma

The principles of NLP
• Introduction to neuro-linguistic programming
• Verbal assertiveness techniques
• Anchoring
• Questioning techniques
• Responding to objections
• Justification
• Reflection
• Paraphrase

Before the meeting
• Profiling
• Telephone communication
• The use of emails
• Materials

Introduction to sales discussion
• How to prepare for the meeting
• Timing and rituals
• The loyal consultant
• The mask and the iceberg
• The smooth sphere
• The presentation
• Business cases
• The objectives
• Trust
• The sale
• Most common mistakes
• Noises
Managing the meeting
• Developing the interest
• Collecting the information
• Questioning technique
• The pre-closing technique

Arranging the offer
• Study and arrangement of the offer
• The database and the customer file
• Arranging the offer: object, price, warranties, limits, time, penalties, extras
• Contractual aspects: services, quality control

Presenting the offer
• Presenting the offer
• Anchoring and placement strategies
• How to encourage the purchase
• Presentation and trial
• Responding to questions and objections

Closing
• Preparing for closing
• Signs of interest, dilatory signs, signs of indecision
• Strategies that the clients use at this stage
• Discussing the price
• The closing action

Objectives and communication
• The Johari window
• Positions
• Motivations
• Understanding the others
• Planning the objectives
• The win-win perspective

The key points of negotiation
• Strenght and gentleness
• Space
• Consistency
• Listening
• Verifying expectations
• The profile of the opponent
• Negotiation plan
• The counterpart
• Stakeholders and invisible powers
• The competitive and collaborative strategies
• Presenting the case
• Questioning technique
• Requesting technique

The experience-oriented sale: from theory to practice
• From the need to the desire to buy
• Using the senses
• Sales tools
• Let’s try to sell a product or service of your company