Sales Psychology Training - Perth

Sales Psychology Training - Perth

Course Outline by Dana Harris

Overview

What separates being bad at sales and being naturally good with people is one: understanding how people think. Going far beyond traditional selling and sales techniques, this unique program plays on the rules of human qualities and explains how people make buying decisions.

Instead of just product features or scripted closes, people will learn the actual human psychology of each purchase decision. This method makes sales no longer an awkward forced process but rather an organic conversation that leads to customers being given the tools they need.

The training is based on psychological field-proven fundamental and practical Australian business scenarios. Attendees discover how to perceive subtle factors influencing the buyer, to discern hidden agendas and to present their products as common sense solutions. It’s about ethical influence and authentic connection, building long-term business relationships that are both based on and built with trust and mutual value.

Through hands-on workshops, real situations and group learning, people build skills that go well beyond the sales conversation. The insights of these psychological truths apply to all business relationships--from your very first meeting with a new client to years into a partnership or business relationship.

Curriculum-Based Outcomes

Foundation Knowledge

Know the 6 key psychological drivers that determine buying decisions

Distinguish between what is said and what is meant

Find out what psychological obstacles are stopping a user from taking a decision.

Communication Skills

Learn the master skills of psychological rapport building

Cultivate the habit of listening actively and learning the real issues of your customers

Get the ability to ask questions that bring forward real buying motivations

Practical Application

Use psychology in live sales situations

Use ethical influences in ethical places

Create personalised strategies that leverage the psychology of each customer.”

Advanced Techniques

Use storytelling to build emotional relationships with the solutions

Develop timing models to better reflect customer readiness

Create value propositions based on psychological buying triggers

What You Will Learn

Understanding Human Psychology in Sales

Six psychological principles that drive purchasing decisions

The compliment between emotions and logic in the purchase process

That's why customers frequently say one thing and mean something entirely different

Building Authentic Connections

What you can do to create true connection in minutes

Understanding Verbal and Non-verbal Customer Communication

Ways of establishing confidence without being manipulative

Addressing Customer Concerns

The psychology of objections and what they truly mean

Tactics for countering resistance before it turns into confrontation

How to turn the unknown into great buying decisions

Creating Compelling Value

Pricing Psychology And How Customers Perceive Value

The art of storytelling: Making solutions emotionally irresistible

How to Do It Right and Leave Them Wanting More – no pressure, no tactics ∞

Practical Implementation

Play-acting – based on actual customer situations.

Methods of adjusting psychological methods to suit different types of personality

Techniques for Being a Force for Good While Staying Ethical

Long-term Relationship Building

The role of psychology in customer retention

How to convert buyers to advocates and referrers

Creating sustainable business relationships through authentic connection

Training Methodology

The hands-on nature of interactive workshops mixes theory with psychological theory. Using simulated customer scenarios, participants are able to try out new skills in a safe environment and receive individual feedback. The focus of the training is the ethical use of psychological principles and skill development which is good for both their business and their customers.

Peer learning and multi-perspective sharing can be facilitated by working in small groups. Real Australian business case studies and role plays provide current and real life application of new skills.

Summary

With this sales psychology training approach, everything changes for people in sales. No more pressure sales or worn out scrips, participants learn the psychology of motivation and persuasion.

This training acknowledges that every customer is going to be different and have different psychological motivators and concerns. Once you know these human basics, salespeople can drop the wind-up speeches in favor of being real, and that leads to more meaningful interactions, better relationships and more success for all.

What is Learned: The skills you acquire even have applications beyond sales. Knowing the human mind helps with leadership, team communication, and nearly all professional attionships. And attendees walk away with tangible tools they can directly apply, as well as deeper truths that help shape them well into the future.

The most important point is it makes selling more fun and less stressful. Once you can comprehend the motivation behind people making decisions, selling doesn't feel like you need to convince, it feels like you just need to help. The result is more fluid conversations, better customer relationships and, in the end, better business for all participants.

For additional tips on developing customer relationships, take a look at our customer relationship management training to get the details on professional sales development.