module 2 - psychology of selling
DESCRIPTION
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.TRANSCRIPT
Module 2 – Psychology of SellingModule 2 – Psychology of Sellingby Elite Training Systemsby Elite Training Systems
www.elitetrainingsystems.ca
Workshop HighlightsWorkshop Highlights Attending this workshop will help you gain a clear picture of what 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 makes you tick and provide you with a huge advantage in the sales profession over your greatest competition, yourself!profession over your greatest competition, yourself!
You will learn what it takes to get yourself up, keep yourself up and You will learn what it takes to get yourself up, keep yourself up and stay motivated and driven towards your goals and objectives.stay motivated and driven towards your goals and objectives.
Participants will explore programming and conditioning and learn Participants will explore programming and conditioning and learn secrets for gaining an unfair advantage in their sales career.secrets for gaining an unfair advantage in their sales career.
You will learn the importance of positive self-talk and how to use the You will learn the importance of positive self-talk and how to use the power of suggestion to your advantage.power of suggestion to your advantage.
You will also explore the significant role that emotions play in your You will also explore the significant role that emotions play in your everyday life and how champions in any aspect of business learn how everyday life and how champions in any aspect of business learn how to take charge of their emotions in order to achieve maximum results to take charge of their emotions in order to achieve maximum results even when faced with adversity.even when faced with adversity.
You will become aware of your personal and professional motivators You will become aware of your personal and professional motivators and how to harness the power of motivation.and how to harness the power of motivation.
You will discover the difference a positive mental attitude will make in You will discover the difference a positive mental attitude will make in your career when you face challenges and tough times and gain your career when you face challenges and tough times and gain valuable attitude maintenance tips so people will want to do business valuable attitude maintenance tips so people will want to do business with you!with you!
Who Should AttendWho Should Attend Anyone who is new to professional selling and looking for the tools, 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 techniques and advantages that will get them off to a faster start in their sales career. their sales career.
Those who encounter a variety of customer and prospect attitudes Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden and reactions in the course of their workday and wish to broaden their coping skills. their coping skills.
Participants who wish to strengthen their ability to work under Participants who wish to strengthen their ability to work under pressure and manage adversity with ease. pressure and manage adversity with ease.
Those wanting to gain a better understanding of how the human 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 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. 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 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. to sell to a higher percentage of prospects at a greater frequency.
People who want to minimize turmoil and feel a greater sense of People who want to minimize turmoil and feel a greater sense of emotional serenity. emotional serenity.
Sales people who want to improve their understand how to maintain Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.a positive frame of mind during the majority of the workday.
Workshop ObjectivesWorkshop Objectives Identify and avoid the pitfalls of poor performance.Identify and avoid the pitfalls of poor performance. Mentally program and condition yourself for life Mentally program and condition yourself for life
success.success. Benefit from recognizing and applying the key Benefit from recognizing and applying the key
qualities and attributes that elite sales and business qualities and attributes that elite sales and business professionals have in common.professionals have in common.
Leverage the knowledge gained and work towards Leverage the knowledge gained and work towards balance in your personal traits and characteristics.balance in your personal traits and characteristics.
Adjust your mindset for optimum performance in Adjust your mindset for optimum performance in your personal and professional life.your personal and professional life.
Become perfectly in tune with your behaviors, Become perfectly in tune with your behaviors, attitudes, and actions by striving for ultimate self attitudes, and actions by striving for ultimate self awareness.awareness.
Three QuestionsThree Questions
How does this information relate to me How does this information relate to me on a personal and professional level? on a personal and professional level? (What do you bring to the table?)(What do you bring to the table?)
How does this information relate to my How does this information relate to my prospects and clients during my prospects and clients during my interactions with them? (What do they interactions with them? (What do they bring to the table?)bring to the table?)
How does this information relate to the How does this information relate to the people that work around me? (What do people that work around me? (What do my co-workers and associates bring to my co-workers and associates bring to the table and how can I make the the table and how can I make the relationships stronger?)relationships stronger?)
Poor PerformancePoor Performance
What are some of the key reasons that What are some of the key reasons that people or companies perform poorly?people or companies perform poorly? Poor or inadequate soft skills training.Poor or inadequate soft skills training. Poor or inadequate product knowledge Poor or inadequate product knowledge
training.training. Inadequate equipment (job related tools).Inadequate equipment (job related tools). Time constraints (real or perceived).Time constraints (real or perceived). Lack of motivation.Lack of motivation. Unwilling to change (try new ideas, implement Unwilling to change (try new ideas, implement
different techniques).different techniques). Unable to change (intellectual or emotional Unable to change (intellectual or emotional
reasons).reasons).
Common Failure AilmentsCommon Failure Ailments
Let’s review this list of Let’s review this list of common reasons why common reasons why people fail.people fail.
How are these failures How are these failures ailments related to ailments related to conditioning?conditioning?
Programming & Mental Programming & Mental ConditioningConditioning
Define or describe Define or describe what mental what mental conditioning is?conditioning is?
When (or how) does When (or how) does mental programming mental programming happen?happen?
How can we overcome How can we overcome negative programming negative programming and conditioning?and conditioning?
How are customers How are customers conditioned? conditioned?
The Impact of Mental The Impact of Mental ConditioningConditioning
Based on what we’ve discussed, how Based on what we’ve discussed, how can this be a factor in your ability to can this be a factor in your ability to learn and implement new ways of learn and implement new ways of doing business in your sales doing business in your sales interactions?interactions?
What are some potential What are some potential programming concerns that we must programming concerns that we must be conscious of in order to better be conscious of in order to better prepare ourselves for success in our prepare ourselves for success in our sales career?sales career?
Self-TalkSelf-Talk
““As long as a man stands in his own way, As long as a man stands in his own way, everything seems to be in his way.” everything seems to be in his way.”
- Ralph Waldo Emerson- Ralph Waldo Emerson
How would you define or describe what self-talk is?
In what ways is our self talk often negative?
Your Personal ProgrammingYour Personal Programming
Most human programming is Most human programming is negative and fear based. negative and fear based. Taking control and choosing Taking control and choosing who you want and intend to be who you want and intend to be is essential to leading and is essential to leading and living a fulfilling and rewarding living a fulfilling and rewarding life. For the statements below, life. For the statements below, fill in the blanks with responses fill in the blanks with responses best suited toward the direction best suited toward the direction of life you choose for yourself.of life you choose for yourself.
MotivationMotivation
Define or describe what Define or describe what motivation is:motivation is:
Why is motivation important?Why is motivation important? How do you stimulate or create How do you stimulate or create
motivation within yourself and motivation within yourself and others?others?
Personal MotivatorsPersonal Motivators
Everyone is motivated into action forEveryone is motivated into action fordifferent reasons. Primarily, people aredifferent reasons. Primarily, people areeither pain avoidance or pleasure either pain avoidance or pleasure
motivated.motivated.Let’s discuss some of the things thatLet’s discuss some of the things thatmotivate us personally to stretch ourmotivate us personally to stretch ourperformance to superior heights.performance to superior heights.
Conscious and Subconscious Conscious and Subconscious MindMind
What is the difference between What is the difference between the conscious and the the conscious and the subconscious mind?subconscious mind?
Which is more powerful and Which is more powerful and why?why?
Positive Mental AttitudePositive Mental Attitude
““It’s not what happens, it’s how you handle it.”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 Qualities of an Elite Sales ProfessionalProfessional
Please write down what you believe to Please write down what you believe to be the top ten most important be the top ten most important qualities of an Elite Sales qualities of an Elite Sales Professional:Professional:
After you have the ten qualities that After you have the ten qualities that you believe are the most important you believe are the most important written down, prioritize them from written down, prioritize them from most important (number 1) to least most important (number 1) to least important (number 10).important (number 10).
The ExtremesThe Extremes
When considering the various sales When considering the various sales performance qualities outlined on page performance qualities outlined on page 20, what is the significance of the 20, what is the significance of the extremes of each? Where is the fine extremes of each? Where is the fine line between a desirable quality and the line between a desirable quality and the extreme? Why is it imperative that you extreme? Why is it imperative that you are conscious or this?are conscious or this?
Why is it essential that you work Why is it essential that you work towards an appropriate balance with towards an appropriate balance with each of these qualities?each of these qualities?
WarmthWarmth
What is left extreme of warmth? What is left extreme of warmth? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
What is the right extreme of warmth? What is the right extreme of warmth? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
ReasoningReasoning
What is left extreme of reasoning? What is left extreme of reasoning? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
What is the right extreme of What is the right extreme of reasoning? Describe an individual who reasoning? Describe an individual who projects these qualities.projects these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
Emotional StabilityEmotional Stability
What is left extreme of emotional What is left extreme of emotional stability? Describe an individual who stability? Describe an individual who projects these qualities.projects these qualities.
What is the right extreme of emotional What is the right extreme of emotional stability? Describe an individual who stability? Describe an individual who projects these qualities.projects these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
DominanceDominance
What is left extreme of dominance? What is left extreme of dominance? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
What is the right extreme of What is the right extreme of dominance? Describe an individual dominance? Describe an individual who projects these qualities.who projects these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
LivelinessLiveliness
What is left extreme of liveliness? What is left extreme of liveliness? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
What is the right extreme of liveliness? What is the right extreme of liveliness? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
ConsciousnessConsciousness
What is left extreme of rule-What is left extreme of rule-consciousness? Describe an individual consciousness? Describe an individual who projects these qualities.who projects these qualities.
What is the right extreme of rule-What is the right extreme of rule-consciousness? Describe an individual consciousness? Describe an individual who projects these qualities.who projects these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
Social BoldnessSocial Boldness
What is left extreme of social What is left extreme of social boldness? Describe an individual who boldness? Describe an individual who projects these qualities.projects these qualities.
What is the right extreme of social What is the right extreme of social boldness? Describe an individual who boldness? Describe an individual who projects these qualities.projects these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
SensitivitySensitivity
What is left extreme of sensitivity? What is left extreme of sensitivity? Describe an individual who projects Describe an individual who projects these qualities.these qualities.
What is the right extreme of What is the right extreme of sensitivity? Describe an individual who sensitivity? Describe an individual who projects these qualities.projects these qualities.
How will proper balance of this quality How will proper balance of this quality or trait impact your leadership role and or trait impact your leadership role and your ability to lead effectively?your ability to lead effectively?
Why is this an important quality to Why is this an important quality to develop balance in, in your team develop balance in, in your team members?members?
Primary Contributors to PerformancePrimary Contributors to PerformanceImpact of PersonalityImpact of Personality
Research suggests that 45% of your Research suggests that 45% of your performance abilities are dictated by performance abilities are dictated by personality.personality.
Personality is broken down into sixteen Personality is broken down into sixteen different variables for analysisdifferent variables for analysis
When any of these variables is out of When any of these variables is out of balance it has the ability to negatively balance it has the ability to negatively impact performance as a whole.impact performance as a whole.
The effect is “not firing on all cylinders.”The effect is “not firing on all cylinders.”
The Qualitative DifferenceThe Qualitative Difference
What separates the Elite Performer from What separates the Elite Performer from the rest of society?the rest of society?
He or she is not just a harder worker.He or she is not just a harder worker. There is a qualitative difference in There is a qualitative difference in
thinking.thinking. With coaching, mentoring, training and With coaching, mentoring, training and
role-playing it is possible to bring about role-playing it is possible to bring about this particular mindset.this particular mindset.
Once the mindset has been developed, Once the mindset has been developed, based on the research, it seems to stay.based on the research, it seems to stay.
Elite Performance can be taught, learned Elite Performance can be taught, learned and maintained with individuals, groups and maintained with individuals, groups and for leadership development.and for leadership development.
Self AwarenessSelf Awareness
Why is self awareness Why is self awareness critical to your success critical to your success as an Elite Sales as an Elite Sales Professional?Professional?
What are the qualities What are the qualities possessed by possessed by successful individuals?successful individuals?
Why is balance critical Why is balance critical to achieve exceptional to achieve exceptional sales results?sales results?
Shaping MindsetShaping Mindset
What must happen before you What must happen before you will be prepared to alter or will be prepared to alter or reshape your mindset?reshape your mindset?
How can you shape your mindset How can you shape your mindset for better performance, overall for better performance, overall results and permanent change?results and permanent change?
““Eighty percent of sales success is Eighty percent of sales success is based on psychology.” – Brian based on psychology.” – Brian
TracyTracy
Workshop RecapWorkshop RecapToday we discovered tips, techniques and ideas to helpToday we discovered tips, techniques and ideas to helpyou…you… Identify and avoid the pitfalls of poor performance.Identify and avoid the pitfalls of poor performance. Mentally program and condition yourself for life Mentally program and condition yourself for life
success.success. Benefit from recognizing and applying the key Benefit from recognizing and applying the key
qualities and attributes that elite sales and business qualities and attributes that elite sales and business professionals have in common.professionals have in common.
Leverage the knowledge gained and work towards Leverage the knowledge gained and work towards balance in your personal traits and characteristics.balance in your personal traits and characteristics.
Adjust your mindset for optimum performance in Adjust your mindset for optimum performance in your personal and professional life.your personal and professional life.
Become perfectly in tune with your behaviors, Become perfectly in tune with your behaviors, attitudes, and actions by striving for ultimate self attitudes, and actions by striving for ultimate self awareness.awareness.
ConclusionConclusion
This is a sampling of our half-day This is a sampling of our half-day interactive training workshop interactive training workshop targeted towards consultative sales targeted towards consultative sales professionals.professionals.
This program can be customized for This program can be customized for on-site programs and also geared on-site programs and also geared towards other general or specific towards other general or specific audience groups.audience groups.
Contact information is on the Contact information is on the following slide…following slide…
For More InformationFor More Information
Highland Postal OutletHighland Postal Outlet75 Dundas Street N.75 Dundas Street N.
P.O. Box 27007P.O. Box 27007Cambridge , ON N1R 8H1Cambridge , ON N1R 8H1
Phone: 519-624-9964Phone: 519-624-9964Toll Free in Canada: 866-896-6603Toll Free in Canada: 866-896-6603
Email: Email: [email protected]@smpstrategies.comThe Company: The Company: www.elitetrainingsystems.cawww.elitetrainingsystems.ca
Facilitator:Facilitator: www.marshallnorthcott.comwww.marshallnorthcott.com