1

Introduction to Sales Psychology & Building Rapport

Description
  • Description: This day provides a foundation. You'll learn what sales psychology is and why it's effective. The focus is on the fundamental principle of building rapport – establishing trust and a connection with potential customers. You'll learn about mirroring, matching, and active listening. - Resources/Activities: - Read an introductory article or blog post on the basics of sales psychology (search for "sales psychology for beginners"). - Watch a short video tutorial on building rapport techniques (e.g., mirroring, active listening). - Practice active listening with a friend or family member. Focus on understanding their perspective and responding appropriately. - Expected Outcomes: Understand the core concepts of sales psychology and be able to define rapport. Be able to identify and practice basic rapport-building techniques.
Available

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises
2

Understanding Buyer Behavior & Cognitive Biases

  • Description: Dive into how people make buying decisions. Explore common cognitive biases that influence purchasing behavior (e.g., the scarcity effect, the anchoring bias, the framing effect). Understand how these biases can be used (ethically!) to influence choices. - Resources/Activities: - Read a short chapter or article on common cognitive biases in sales and marketing. Search for "cognitive biases in marketing" or "psychological biases in sales." - Take a short online quiz to test your understanding of different biases. - Analyze advertisements (e.g., online ads, commercials) and identify examples of biases being used. - Expected Outcomes: Understand key cognitive biases that affect consumer behavior. Be able to recognize and explain how these biases are used in marketing and sales.
Locked

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises
3

The Power of Language: Framing & Persuasion

  • Description: Learn how the words you use impact your effectiveness. Explore the power of framing – how presenting information differently can significantly alter perceptions and influence decisions. Study persuasive language techniques like using positive language, storytelling, and social proof. - Resources/Activities: - Read an article or watch a video explaining the concept of framing in sales and marketing. - Practice rewording sales pitches to highlight different benefits or address objections in a more persuasive way. - Analyze sales scripts or product descriptions to identify examples of persuasive language techniques. - Expected Outcomes: Understand the importance of framing and persuasive language. Be able to recognize and utilize key persuasion techniques.
Locked

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises
4

Needs & Motivations: Identifying Customer Needs

  • Description: Understand the importance of identifying and addressing customer needs. Learn about different motivational theories (e.g., Maslow's Hierarchy of Needs) and how they relate to consumer behavior. Learn how to ask effective questions to uncover customer needs. - Resources/Activities: - Read a brief overview of Maslow's Hierarchy of Needs or other relevant motivational theories. - Role-play sales scenarios, focusing on asking open-ended questions to identify customer needs and pain points. - Analyze customer reviews or testimonials to identify common needs and desires. - Expected Outcomes: Understand the importance of identifying customer needs. Be able to formulate and ask effective questions to uncover customer needs.
Locked

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises
5

The Psychology of Pricing & Scarcity

  • Description: Explore how pricing strategies influence consumer decisions. Understand concepts like the "decoy effect," price anchoring, and the use of odd-even pricing. Learn how scarcity and urgency can drive sales. - Resources/Activities: - Read an article or watch a video explaining the psychology of pricing. Search for "psychology of pricing" or "pricing strategies." - Analyze the pricing strategies of different businesses and identify how they use psychological principles. - Practice using scarcity and urgency in simulated sales scenarios. - Expected Outcomes: Understand the psychological principles behind pricing strategies. Be able to recognize and apply scarcity and urgency techniques.
Locked

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises
6

Building Trust & Handling Objections

  • Description: Focus on building trust and overcoming objections. Learn techniques to establish credibility, handle customer concerns effectively, and convert objections into opportunities. Learn about the importance of empathy. - Resources/Activities: - Read an article or watch a video on building trust in sales. - Practice handling common customer objections using specific techniques (e.g., acknowledging the objection, empathizing, providing a solution). - Role-play scenarios where you have to overcome objections in a sales context. - Expected Outcomes: Understand the importance of trust and be able to handle common customer objections effectively.
Locked

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises
7

Putting it All Together: Sales Psychology in Action

  • Description: Synthesize what you've learned. Review key concepts and discuss how to apply them ethically. Explore resources for continued learning and consider real-world examples. Discuss the importance of ethical sales practices. - Resources/Activities: - Review notes from the previous days. - Watch a short video showcasing ethical sales practices. - Reflect on your learning and identify areas for improvement. Plan for continued learning (e.g., reading books, taking online courses). - Expected Outcomes: Understand how to integrate the key principles of sales psychology in a practical and ethical way. Identify resources for continued learning.
Locked

Learning Objectives

  • Understand the fundamentals
  • Apply practical knowledge
  • Complete hands-on exercises

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