New Psychology of Selling
Module 1
Introduction to Selling Over the last several years there has been a revolution in the field of selling. It’s the age of the “Psychological Salesperson” for it’s now recognized that a sales person’s thoughts can have tremendous impact on your sales success and income. In addition to this inner game of thought there is the [...]
Module 2
Keys to Psychological Selling Eighty percent of everything you accomplish in the field of sales is determined by the quality of your thoughts and feelings about yourself in relationship to the world. Consequently, the two important factors in successful selling are: having a positive mental attitude and practicing “Golden Rule Selling”, both which are the [...]
Module 3
Unlocking Your Sales Potential Your self-concept determines your performance. This fact is particularly important to salespeople because their level of sales effectiveness is in direct relationship to the level of their self-concept. The fear of rejection is the major reason for a person’s failure in sales. The greater the fear of rejection, the worse one [...]
Module 4
Your Formula for Building Self-Esteem Self-esteem is the most important ingredient of a healthy personality. All top performers have a self-esteem building formula or program that they follow faithfully. You too must have aprogram that you can use to develop your self-esteem if you are to feel good about yourself and perform at your best. [...]
Module 5
The New Model of Selling Selling has changed. Rather than using the old gimmicks to trick and manipulate people into buying a product or service, professional salespeople today are completely customer-oriented. Their attitude toward the customer is that of a consultant, counselor, or advisor, and they work on developing a friendly relationship with their customers [...]
Module 6
Sales Train
Module 7
Seven Secrets of Persuasion In selling, people are your business. You are constantly dealing with people and why they do what they do. Therefore it is critical for you as a salesperson to understand what influences their actions and decisions. The purpose of Module Seven is to develop your basic understanding of the seven powerful [...]
Module 8
Why People Buy Before salespeople can sell, they must first find the critical need that their product or service can fill. Before prospects or customers buy anything, they must first feel dissatisfied with their current condition. Salespeople cannot sell unless a dissatisfaction exists and they are able to identify it. The process of identifying and [...]
Module 9
How to Qualify Your Prospect In order for salespeople to sell successfully, they must properly qualify their prospects. If there is no need to fill, there can be no presentation; if there is no presentation, there can be no sale. In professional selling, the best, most successful strategy is based on diagnosis-the identification of a [...]
Module 10
Module Ten Using the Power of Suggestion in Selling Overview Everything salespeople do has some kind of an effect on the sub-conscious mind of the buyer-everything counts. Ninety-five percent of what a person does, says, or thinks is a result of outside suggestive influence. Consequently, most people are in a reactive mode-they respond automatically to [...]