The Psychology Of Sales
There is definitely a proven psychology behind:
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Why certain people sell the way they do
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Why certain people Buy the way they do
The Psychology Of Sales can either be a stand alone 'bite-sized' course from 2 hours up to a full day workshop. On this workshop you will learn:
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The Two real reason why we do anything at all
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The 7 psychological triggers that marketing and sales have been using to 'push your buttons' for years
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How to develop emotional based reasoning to stop any objections before they happen
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How to be perceived as the only source that 'truly understands' your prospective clients
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How to Identify the buying motivations of your clients
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How to understand an utilise the 6 Keys to Influence: Reciprocity, Commitment and Consistency, Social Proof, Liking, Authority, Scarcity.
Cutting Edge Research:
You will also learn how tiny changes to your business offers, sales presentations, brochures and sales strategy can have a massive impact on the success and profits of your business. There are real life case studies and examples based on the relatively new 'science' of behavioural economics that show that human behaviour is questionable and sometimes irrational. At all times, however, it can be predicted. You will learn how to predict this.
Some examples of the power of this knowledge into the psychology of sales can have on your business.
Example 1: The Economist.
The economist Web Site offered a promotion for a subscription to its magazine. Oprion 1 was Internet only, option 2 was print only and option 2 was both print and internet. The quoted prices are given below (they were originally in $)
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Internet Only Subscription - £59
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Print Only Subscription - £125
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Print and Internet Subscription £125
Out of 100 people how many do you think chose each option. Go, on write it down on a piece of paper. Researchers replicated this model in a second test but this time they only gave two options. Internet and Print and Internet. Now, how many do you think plumped for each?
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Internet Only Subscription - £59
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Print and Internet Subscription £125
In the first example the figures were as follows:
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Internet Only Subscription - £59 16 people
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Print Only Subscription - £125 0 people
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Print and Internet Subscription £125 84 people
And In the second example the number of subscribers was
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Internet Only Subscription - £59 68 people
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Print and Internet Subscription £125 32 people
If you want to play with the numbers you will find out that for every 100 people who purchased under example 1, there was a 31% increase in income to The Economist. For 1 small change on an offer!.
If you would like to know more about how this can be applied to your business then contact us on the form below.
What's Next?
If you are ready to chat through what you are aiming for then either:
- Use The Contact Form Below
- Give Us A Call on 0845 6434165
If you are not ready yet. then feel free to have a look around at the information on our site.
Sales DNA deliver training workshops and programs across the UK. In-house courses can be delivered in Cardiff, Coventry, Brighton, Bristol, Birmingham, London, Liverpool, Leeds, Manchester, Portsmouth, Sheffield and Southampton. We will provide you with the strategies to increase your sales performance and selling skills. We will get you to where you want to be --Guaranteed.
