The psychology of selling

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Have you heard the expression ”treat people like you like to be treated”? It can be a useful genralism. However have you also noticed that people are different from you, they respond in different ways – we have different likes and dislikes from them. Perhaps our friends are more like us, they like similar things to us. But what about your clients? Even though they’ve got different likes and dislikes – I’m guessing you still might be able to do business with them? However what about your marketing material, does appeal to them? Is there one or two small changes you could make so that it could appeal to a broader range of prospective clients?

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  • I’m Suzanne Hazelton. I’m a coach, trainer and author. I work with individuals and businesses helping them to thrive.
  • Here’s an agenda of the next 20 minutes
  • One thing you’ll do, or do differently as a result of this evening’s seminar
  • The psychology of selling

    1. 1. Suzanne Hazeltonworking with individuals and teams toTHRIVE!The Psychologyof Selling
    2. 2. Whistle stop tour of the next90 mins ….• Who is Suzanne Hazelton• Introduction to the psychological tool– Overview• (coffee)– Getting down, dirty and practical• How does this apply to your marketingmaterials
    3. 3. Suzanne’s toolkitQualified Coach & Business CoachExperienced trainer,coach, speakerTA - Psychotherapy
    4. 4. The effect of shifting the mean of the mental health spectrum – Huppert (2009)I believe that successful individuals have adisproportionately positive impact on society. Mypersonal mission is to enable more people to beTHIS successful
    5. 5. THRIVE!Framework
    6. 6. THRIVE!FrameworkToday, beginning to explorehere
    7. 7. Short activity ……Pen & paper ready… just 2 minutes to …
    8. 8. Write about a river
    9. 9. Exploring the concept of ‘preference’
    10. 10. How you take in informationHow you make decisions10PS – there are no right answers – people do it differently
    11. 11. (S) Takes in information through senses(N) More ‘big picture”, intuitiveHow you take in information & howyou make decisions12
    12. 12. (S) Takes in information through senses(N) More ‘big picture”, intuitiveHow you take in information & howyou make decisions14Thinking, logic based Feeling, values
    13. 13. (S) Takes in information through senses(N) More ‘big picture”, intuitiveHow you take in information & howyou make decisions15(T) Thinking, logic based (F) Feeling, valuesSTNT NFSF
    14. 14. Activity …
    15. 15. (S) Takes in information through senses(N) More ‘big picture”, intuitiveHow you take in information & howyou make decisions17(T) Thinking, logic based (F) Feeling, valuesSTNT NFSF
    16. 16. Whistle stop tour of the next90 mins ….• Who is Suzanne Hazelton• Introduction to the psychological tool– Overview– Getting down, dirty and practical• How does this apply to your marketingmaterials
    17. 17. Take a moment
    18. 18. THRIVE!Coaching
    19. 19. Contact Details• suzanne@thebusinessofchange.co.uk• Blog: www.suzannehazelton.com• Web: www.thebusinessofchange.co.uk• Twitter: @SuzanneHazelton
    20. 20. ReferencesHuppert, F. A. 2009. Psychological Well-being: Evidence Regarding its Causes and Consequences.Applied Psychology: Health and Well-being, (2), 137–164.

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