Persuasive Selling

Learn the eight psychological concepts that play an integral role in the sales process, and how you can use these concepts to refine your sales approach.

1. What Exactly is Persuasion?

• The behavior behind successful sales

2. Psychology in Sales

• Eight key psychological concepts in sales
• Psychological concepts mapped to sales cycle

3. Prospecting

• Why should someone want to meet with you?

4. Initial Meeting

• Know your goals for the first meeting are
• First impressions can help you close the sale

5. Qualification

• Know the qualities of your ideal client

6. Presentation

• How you present can weigh more heavily than what you present
• Understanding the role of options

7. Objections

• Anticipating reactions
• Don't resist objections, embrace them

8. Negotiating

• The value equation
• The importance of relationships in negotiations
• Conceding in the moment

9. Closing

• This started with a handshake

10. Referrals

• Don't ask, don't sell
• When is the best time to ask?

Conclusion

• Continuous learning: Three things to remember