4. Sales Psychology 101
“We have to understand & realize there are reasons
why people do what they do, say what they say and
react in the manner they do. Once you learn this, you
can influence people in many different ways”
5. What is Pacing
“90% of sales is first getting people to like you &
respect you. People resonate with those that are
‘like’ them”
9. Personality Types
“First step is to discover who you are &
which personality mix you possess. How
you’re wired will help you understand
yourself and others”
16. Phlegmatic Weaknesses
• Push overs
• stubborn
• do not like saying
not • no risk takers
• easily taken
advantage of
• lazy
17. Melancholy
• careful • consistent
• calculated • analytical
• punctual • want to make sure
they GOT IT to
• perfectionist prevent messing
• intellectual up
• organized • logic vs emotion
20. 5 Quick Sales TIps
“First impression is all about relatability.Your
goal is to get them to your way of thinking as
quick as possible. But first them get them to like
you”
26. “Here is a stack of
business cards. Pass
these out”
27. Wrapping it up
“Remember, the more you can quickly
relate and connect with people, the
quicker you can land clients & make
more money”
28. Homework
***For the next week, start to be more aware of
the people you interact with and make a conscious
effort to identify their personality style***