Persuasive Selling

1. What Exactly is Persuasion?

• The behavior behind successful sales

2. Psychology in Sales

• Eight key psychological concepts in sales
• Psychological concepts mapped to sales cycle

3. Prospecting

• Why should someone want to meet with you?

4. Initial Meeting

• Know your goals for the first meeting are
• First impressions can help you close the sale

5. Qualification

• Know the qualities of your ideal client

6. Presentation

• How you present can weigh more heavily than what you present
• Understanding the role of options

7. Objections

• Anticipating reactions
• Don't resist objections, embrace them

8. Negotiating

• The value equation
• The importance of relationships in negotiations
• Conceding in the moment

9. Closing

• This started with a handshake

10. Referrals

• Don't ask, don't sell
• When is the best time to ask?

Conclusion

• Continuous learning: Three things to remember