Jason Bell has put together another great presentation! Thanks for the great info Jason.

1. Sales Psychology 101
“How to build instant rapport, trust through
effective communication”

2. Sales Psychology 101
• Pacing
• Personalities
• Sales Hacks
• Client Acquisition Cycle

3. 1000 Ft. View
“Regardless of your method of approach,
communication is inevitable”

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”

6. Pace Types
FAST PACE Slower Pace

7. Body Language

8. Vocal Tones

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”

10. Personality Types
Choleric Dominant Power
Sanguine Influencing Recognition
Melancholy Cautious Perfection
Phlegmatic Supportive Harmony

11. Choleric
• Direct
• determined
• demanding
• decisive
• strong willed

12. Choleric Weaknesses
• Not emotional
• does not cooperate with others well

13. Sanguine
• Inspiring
• charming
• interactive
• involved
• impressive
• Party time!
• involved
• spontaneous
• charming
• Outgoing
• impulsive

14. Sanguine Weaknesses
• Impulsive
• inconsistent
• lout • cant keep secrets
• wears emotions
on sleeves
• not good finishers

15. Phlegmatic
• steady
• secure
• nice
• stable
• good listeners
• self sacrificing
• no confrontation
• polite
• trust worthy

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

18. Melancholy Weaknesses
• unsociable
• complex
• know it all
• easily discouraged
• too detailed

19. Personality Tip
“Remember people do things
for themselves, we are
inherently selfish people”

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”

21. #1 Smile

22. #2 Eye Contact
“Direct Eye contact is a form of confidence,
effective listening, and interest”

23. #3 Firm Hand Shake

24. #4 Good Poster

25. #5 Open Stance

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***