Our new sales course is the product of our research into what’s really working for sales people in the field right now, bringing the best practices we’ve seen together with the theoretical framework to create a two-day sales course that gives sales people the skills, knowledge and confidence they need to influence more effectively, creating greater sales opportunities and allowing them to capitalise on those opportunities.
Getting noticed, creating traction and motivating clients / prospects to move forward us is a core responsibility of sales & business development. Beyond the essential skills of identifying needs and presenting solutions, there are a myriad of things we can do to influence clients to buy from us. This workshop brings you the latest discoveries from modern psychology about what motivates us to buy, will enable you to apply them in your sales / marketing context.
Selling…Innovations in Influence Course Objectives
After attending this course, participants will have the ability to:
• Understand the biases we have when buying products / services
• Understand how we are influenced in buying decisions
• Use 10 concrete approaches to positively influence clients
• Consider how to incorporate them in the full sales cycle
• Design more effective sales calls by being innovative
• Design product launches based on sound influence principles
• Apply the influence principles to networking and client contact
• Be more aware of how the approaches are used on you
• Negotiate more effectively through the use of conditioning and anchoring
• Design company sales processes with best practice influence in mind.
Selling…Innovations in Influence Course Programme
Innovations in Influence
Why has psychological research become invaluable to sales?
The influence-able human – are we truly objective?
Our own inherent biases
Focusing on negatives
Prospect theory – fear of loss
Confirmation bias, or reinforcing what we already know
Our social biases
Herd thinking and following the crowd
Liking others / attractiveness
Reciprocity and social obligation
Our biases for experts / authority
Doing what we are told – saying YES to authority
Using key opinion influencers (KOLs)
Our negotiation biases
Conditioning and priming to influence perceptions
Anchoring to lead value negotiations in our favour
Scarcity as an approach to create demand
Designing sales calls
Constructing sales calls in order to stand out, gain traction
Make every client meeting an event!
Conscious application of the methods and sequencing
Designing innovative sales processes / product launches
Reviewing the whole customer experience / journey
Innovation in the sales process
Using influence methods as part of the marketing mix
Applying in influence methods for new product launches
Preparation is important with everything in selling, but nowhere is planning so essential as when making an approach to a new prospect.
Every Call will be difficult – according to the product or service you are offering and the benefits involved.
Use the following format to control your Call but remain flexible within the overall sequence:
Tell the prospect why you are there, in a way that starts to show ‘what’s in it for him or her’ to listen to you:
- show that you know something about them and their company or industry. Make clear that you have done some homework.
- suggest that you could be of help. This could take the form of the very General Benefits Statement – ‘The Carrot’
Ask Open Questions to established their needs and to determine which of your products and benefits are of most significance to them.
Relate the specific needs which you have established to the benefits which you have to offer. Decide which of your products is relevant.
Clearly define the prospect’s objectives – what he/she wants to achieve.
Then show him or her how your product or service can meet these objectives. Namely to either:
- solve a problem
- fulfil a need
- supply a want
Get the agreement of your prospect on what happens next.
Through Closed Questions get commitment to the next stage of the Sales Plan.