How to adopt the behaviours and attitudes of highly successful sales people. Understand what motivates Buyers to buy.

2. The Psychology of Selling

3. Programme Outline
1. Professional
Consultative
Selling
The Psychology
15. Into Action of Selling 2. Positive
Achieving Success Mental Attitude
Staying on Target Building Confidence
13. 14. 3. Different
Handling Buyer Types
Selling to different
Objections & Buyer & Personality
Closing Types
TRUSTED ADVISOR
SALES
PROGRAMME
4. 5. 6.
12. Presenting Sales Planning
Approach & Tone of Goal Setting
Voice Time
Management
10. 11. 7. 8.
Negotiating Prospecting &
Influencing & Setting
Persuading 9. Appointments
Communication
Building Rapport
Body Language

4. 2 Buying Motivators
The Stress Gap
DESIRE FOR GAIN
FEAR OF LOSS

5. The Ideal Salesperson - KASH
Outlook
Information Knowledge A
ttitude
Beliefs
Values
Education Conditioning
Experiences Approach
Osmosis
S kills
Talents Repetition
Competencies Routine
Abilities Custom
Techniques Tradition

6. The Customer Buys....
You 1st
Product 2nd
Your Company
3rd

7. The Doctor of Selling – 8 Stage Process
PREPARATION
INTRODUCTION
EXAMINATION
DIAGNOSIS
PRESCRIPTION
INFORMATION
DIRECTION / ADVICE
FOLLOW UP
Ref. Brian Tracy

8. The New Model Of Selling
The New Model of Selling
TRUST 40%
10% TRUST
NEEDS
30%
20% NEEDS
PRESENTING
PRESENTING 20%
30%
CLOSING
CLOSING
40% 10%
The Old Model of Selling

9. SUMMARY..

10. Find out more......
 Phone:
+353 (0) 1 294 5252
+353 (0) 86 2606093
 Email kevin@transform.ie