Module 2 - Psychology Of Selling
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Module 2 - Psychology Of Selling

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Who Should Attend: ...

Who Should Attend:
Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills.
Participants who wish to strengthen their ability to work under pressure and manage adversity with ease.
Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave.
Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency.
People who want to minimize turmoil and feel a greater sense of emotional serenity.
Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.

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Module 2 - Psychology Of Selling Module 2 - Psychology Of Selling Presentation Transcript

  • Module 2 – Psychology of Selling by Elite Training Systems www.elitetrainingsystems.ca
  • Workshop Highlights
    • Attending this workshop will help you gain a clear picture of what makes you tick and provide you with a huge advantage in the sales profession over your greatest competition, yourself!
    • You will learn what it takes to get yourself up, keep yourself up and stay motivated and driven towards your goals and objectives.
    • Participants will explore programming and conditioning and learn secrets for gaining an unfair advantage in their sales career.
    • You will learn the importance of positive self-talk and how to use the power of suggestion to your advantage.
    • You will also explore the significant role that emotions play in your everyday life and how champions in any aspect of business learn how to take charge of their emotions in order to achieve maximum results even when faced with adversity.
    • You will become aware of your personal and professional motivators and how to harness the power of motivation.
    • You will discover the difference a positive mental attitude will make in your career when you face challenges and tough times and gain valuable attitude maintenance tips so people will want to do business with you!
  • Who Should Attend
      • Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
      • Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills.
      • Participants who wish to strengthen their ability to work under pressure and manage adversity with ease.
      • Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave.
      • Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency.
      • People who want to minimize turmoil and feel a greater sense of emotional serenity.
      • Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.
  • Workshop Objectives
    • Identify and avoid the pitfalls of poor performance.
    • Mentally program and condition yourself for life success.
    • Benefit from recognizing and applying the key qualities and attributes that elite sales and business professionals have in common.
    • Leverage the knowledge gained and work towards balance in your personal traits and characteristics.
    • Adjust your mindset for optimum performance in your personal and professional life.
    • Become perfectly in tune with your behaviors, attitudes, and actions by striving for ultimate self awareness.
  • Three Questions
    • How does this information relate to me on a personal and professional level? (What do you bring to the table?)
    • How does this information relate to my prospects and clients during my interactions with them? (What do they bring to the table?)
    • How does this information relate to the people that work around me? (What do my co-workers and associates bring to the table and how can I make the relationships stronger?)
  • Poor Performance
    • What are some of the key reasons that people or companies perform poorly?
      • Poor or inadequate soft skills training.
      • Poor or inadequate product knowledge training.
      • Inadequate equipment (job related tools).
      • Time constraints (real or perceived).
      • Lack of motivation.
      • Unwilling to change (try new ideas, implement different techniques).
      • Unable to change (intellectual or emotional reasons).
  • Common Failure Ailments
    • Let’s review this list of common reasons why people fail.
    • How are these failures ailments related to conditioning?
  • Programming & Mental Conditioning
    • Define or describe what mental conditioning is?
    • When (or how) does mental programming happen?
    • How can we overcome negative programming and conditioning?
    • How are customers conditioned?
  • The Impact of Mental Conditioning
    • Based on what we’ve discussed, how can this be a factor in your ability to learn and implement new ways of doing business in your sales interactions?
    • What are some potential programming concerns that we must be conscious of in order to better prepare ourselves for success in our sales career?
  • Self-Talk
    • “ As long as a man stands in his own way, everything seems to be in his way.”
    • - Ralph Waldo Emerson
    How would you define or describe what self-talk is? In what ways is our self talk often negative?
  • Your Personal Programming
    • Most human programming is negative and fear based. Taking control and choosing who you want and intend to be is essential to leading and living a fulfilling and rewarding life. For the statements below, fill in the blanks with responses best suited toward the direction of life you choose for yourself.
  • Motivation
    • Define or describe what motivation is:
    • Why is motivation important?
    • How do you stimulate or create motivation within yourself and others?
  • Personal Motivators
    • Everyone is motivated into action for
    • different reasons. Primarily, people are
    • either pain avoidance or pleasure motivated.
    • Let’s discuss some of the things that
    • motivate us personally to stretch our
    • performance to superior heights.
  • Conscious and Subconscious Mind
    • What is the difference between the conscious and the subconscious mind?
    • Which is more powerful and why?
  • Positive Mental Attitude
    • “ It’s not what happens, it’s how you handle it.”
    How would you describe or define what a positive mental attitude is: What is the significance of a positive mental attitude in professional sales?
  • Qualities of an Elite Sales Professional
    • Please write down what you believe to be the top ten most important qualities of an Elite Sales Professional:
    • After you have the ten qualities that you believe are the most important written down, prioritize them from most important (number 1) to least important (number 10).
  • The Extremes
    • When considering the various sales performance qualities outlined on page 20, what is the significance of the extremes of each? Where is the fine line between a desirable quality and the extreme? Why is it imperative that you are conscious or this?
    • Why is it essential that you work towards an appropriate balance with each of these qualities?
  • Warmth
    • What is left extreme of warmth? Describe an individual who projects these qualities.
    • What is the right extreme of warmth? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Reasoning
    • What is left extreme of reasoning? Describe an individual who projects these qualities.
    • What is the right extreme of reasoning? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Emotional Stability
    • What is left extreme of emotional stability? Describe an individual who projects these qualities.
    • What is the right extreme of emotional stability? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Dominance
    • What is left extreme of dominance? Describe an individual who projects these qualities.
    • What is the right extreme of dominance? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Liveliness
    • What is left extreme of liveliness? Describe an individual who projects these qualities.
    • What is the right extreme of liveliness? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Consciousness
    • What is left extreme of rule-consciousness? Describe an individual who projects these qualities.
    • What is the right extreme of rule-consciousness? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Social Boldness
    • What is left extreme of social boldness? Describe an individual who projects these qualities.
    • What is the right extreme of social boldness? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Sensitivity
    • What is left extreme of sensitivity? Describe an individual who projects these qualities.
    • What is the right extreme of sensitivity? Describe an individual who projects these qualities.
    • How will proper balance of this quality or trait impact your leadership role and your ability to lead effectively?
    • Why is this an important quality to develop balance in, in your team members?
  • Primary Contributors to Performance Impact of Personality
    • Research suggests that 45% of your performance abilities are dictated by personality.
    • Personality is broken down into sixteen different variables for analysis
    • When any of these variables is out of balance it has the ability to negatively impact performance as a whole.
    • The effect is “not firing on all cylinders.”
  • The Qualitative Difference
    • What separates the Elite Performer from the rest of society?
    • He or she is not just a harder worker.
    • There is a qualitative difference in thinking.
    • With coaching, mentoring, training and role-playing it is possible to bring about this particular mindset.
    • Once the mindset has been developed, based on the research, it seems to stay.
    • Elite Performance can be taught, learned and maintained with individuals, groups and for leadership development.
  • Self Awareness
    • Why is self awareness critical to your success as an Elite Sales Professional?
    • What are the qualities possessed by successful individuals?
    • Why is balance critical to achieve exceptional sales results?
  • Shaping Mindset
    • What must happen before you will be prepared to alter or reshape your mindset?
    • How can you shape your mindset for better performance, overall results and permanent change?
    • “ Eighty percent of sales success is based on psychology.” – Brian Tracy
  • Workshop Recap
    • Today we discovered tips, techniques and ideas to help
    • you…
    • Identify and avoid the pitfalls of poor performance.
    • Mentally program and condition yourself for life success.
    • Benefit from recognizing and applying the key qualities and attributes that elite sales and business professionals have in common.
    • Leverage the knowledge gained and work towards balance in your personal traits and characteristics.
    • Adjust your mindset for optimum performance in your personal and professional life.
    • Become perfectly in tune with your behaviors, attitudes, and actions by striving for ultimate self awareness.
  • Conclusion
    • This is a sampling of our half-day interactive training workshop targeted towards consultative sales professionals.
    • This program can be customized for on-site programs and also geared towards other general or specific audience groups.
    • Contact information is on the following slide…
  • For More Information
    • Highland Postal Outlet
    • 75 Dundas Street N.
    • P.O. Box 27007
    • Cambridge , ON N1R 8H1
    • Phone: 519-624-9964
    • Toll Free in Canada: 866-896-6603
    • Email: [email_address]
    • The Company: www.elitetrainingsystems.ca
    • Facilitator: www.marshallnorthcott.com