Sales Psychology - Efficient personal sales development

All individuals involved in sales. Participation requires experience in product, services, ideas or sales projects. Typical participants are salespeople, sales managers, advisors, sales executives and key account managers.

Your ability to decode the customer's psychological driving forces will be improved, and you will be able to use this knowledge in all contacts with the customer. Your ability to read and understand the customer's expectations towards you and your role, as well as communicating and creating trust will improve. You will quickly feel a big difference in your sales work as you will learn methods for differentiating various customer types.

You will be introduced to a model of behavioural psychology giving both greater general psychological understanding as well as greater self-knowledge. Throughout the entire course you will be actively involved in the training, which is composed of short presentations from the instructor followed by discussions, exercises and cases.

• Your role as creator of trust
• Human insight - a behavioural model
• How to 'read' the customer - behaviour, office lay-out, telephone handling etc.
• Your sales strategies towards various customer types
• Analysis of your most difficult customer
• Review of the Customer Profile - uncovering the customer's psychological driving forces
• Analysis of your most difficult customer's expectations towards you
• Matching your Personal Profile and the Customer Profile
• How to handle different customer types
• In-depth interpretation of your Personal Profile and its consequences for your sales work
• Efficient and focused Communication towards different customer types
• Personal development and action plan

The course is held as a 4 day non-residential course divided into 2 modules (3 days + 1 day). Tuition takes places at the following times:

Module 1:
1. Day 1 from 09:00 to 16.30
2. Day 2 from 09:00 to 16.30
3. Day 3 from 09:00 to 15.00

Module 2:
1. Day 1 from 09:00 to 16.30