1. The Psychology of Selling

2. Programme Outline1. Professional ConsultativeSellingThe Psychology15. Into Actionof Selling2. Positive Achieving Success Mental Attitude Staying on Target Building Confidence13. 14. 3. Different Handling Buyer Types Selling to differentObjections & Buyer & PersonalityClosing Types TRUSTED ADVISORSALES PROGRAMME 4. 5. 6. 12. PresentingSales Planning Approach & Tone ofGoal Setting Voice Time Management10. 11.7. 8. Negotiating Prospecting &Influencing &Setting Persuading 9. AppointmentsCommunicationBuilding RapportBody Language 3. 2 Buying MotivatorsThe Stress Gap DESIRE FOR GAINFEAR OF LOSS 4. The Ideal Salesperson - KASH OutlookInformationKnowledge A ttitude Beliefs ValuesEducationConditioning Experiences Approach Osmosis S killsTalentsRepetitionCompetencies Routine Abilities CustomTechniques Tradition 5. The Customer Buys.... You 1stProduct 2ndYour Company 3rd 6. The Doctor of Selling 8 Stage ProcessPREPARATIONINTRODUCTION EXAMINATIONDIAGNOSIS PRESCRIPTIONINFORMATIONDIRECTION / ADVICE FOLLOW UPRef. Brian Tracy 7. The New Model Of SellingThe New Model of Selling TRUST 40%10% TRUST NEEDS 30%20% NEEDS PRESENTINGPRESENTING 20%30%CLOSING CLOSING40%10%The Old Model of Selling 8. SUMMARY.. 9. Find out more...... Phone: +353 (0) 1 294 5252 +353 (0) 86 2606093 Emailkevin@transform.ie