This training introduces your people to the psychology of selling, starting with their own 'frames of mind' as a sales person and developing their interpersonal skills and emotional intelligence. Participants learn to 'read the client' through non-verbal cues and precision questioning that uncovers their values and buying strategy.
Understanding the psychology of selling is important to sales people at all levels and this training is an important add-on to existing methodologies such as target account selling (TAS).
A two to three day 'boot camp' is recommended with monthly follow-ups and sales coaching for key individuals.

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Level 1: Introduction to selling
Level 2: For Sales Managers
Level 3: For Senior Management

Topics include:

The selling 'frame of mind', Targeting the correct clients, Understanding the communication model, Reading clients and building rapport, The art and science of asking questions, Consulting versus selling, Identifying the client's values and frames of mind, Eliciting the client's budget and buying strategy, Attaching the client's values to the solution, Flexibility when dealing with different personalities, Persuasive language patterns, Planning the sale, Asking for the sale, Reframing objections.

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