Sales Psychology Training - Perth

# Sales Psychology Training - Perth

## Course Outline

### Overview

As a Business specialist who's worked with Australian sales teams for many years, I've seen the change that occurs when people transcend dated sales methods and focus on the psychology behind a purchase. This well-rounded training is closing the loop of what to say and why Customers do what they do.

So many salespeople struggle needlessly, and it's not because they don't know their product or can't close a sale, it's because so few realise the key to the whole sales game isn't charm and wit... it's psychology. In my work with companies here in Perth and Australia wide, I've witnessed first hand, the experience of average sales people becoming high performers based on the principles of psychology.

Bringing together the latest in psychological research with Australian business cases provides a comprehensive experience, facilitating participants to have theoretical foundations but practical skills which can be used today. The training goes beyond superficial techniques to examine the underlying motivations, concerns, and decision making processes that affect each sales encounter.

### Learning Outcomes

Upon completing this course, students will have be able to:

Recognise personality types and modify behaviour within minutes of meeting a Customer

Utilise the six emotional triggers that control most of the purchases we make OFFline.

Decode body language signals for a more accurate customer sentiment reading

Create real connection and build real felt trust through genuine rapport building methods that enhance real connection

Remove psychological obstacles preventing people from the confident making decisions.

Use persuasive storytelling methods that go past the conscious objections and resonate at a deeper emotional level

Control Price Negotiation with Psychology Rather Than Defensive Posture

Develop urgency in a way that does not damage the relationship

Re activate inactive leads by learning reuse their own psychological withdrawal oscillations

### What You Will Learn

**Module 1: The Psychology of Decision Making** Discover how the human brain thinks about purchasing decisions then decide between emotion and logic in purchasing decisions, cognitive biases that affect our judgement, and the psychological safety that the customer needs before they make any purchase.

**Module 2: Personality Profiling and Flexing** Quick and fun tests to recognise customer's personality and communicate in a style that they prefer. You must be able to adapt to a new person within minutes of meeting him.

**Module 3: The Six Psychological Triggers** There are a few pages where these 6 principles are more or less drilled deep into your head Six Decks of drills Deep Dive on: Reciprocity, Commitment consistency, Social proof, Authority, Liking, Scarcity principles. Know when and how to use these triggers responsibly in Australian business settings.

**Module 4: The Unsaid Message** Master the ability to read the body language, vocal tonality and speech patterns that they symptoms of what the customer is really thinking or feeling, regardless of what they are saying.

**MODULE 5: REAL RAPPORT** Forget how to make fake nerve racking 'rapport' and actually make real connections with people using REAL rapport that actually lasts beyond your first transaction.

**Module 6 - Psychological Roadblocks** Understand and overcome fear based responses that keep clients from taking action such as fear of making a mistake, feeling bad about buying and social judgement.

**Mission 7 – Strategic Storytelling** Discover how to create and tell stories that draw pictures of benefits, erase concerns and pull on emotions so you don't have to present logical arguments.

**Module 8: The Psychology of Pricing** Discover why price resistance exists and how you can present value around price in a manner that resonates with psychological comfort levels and decision making.

**Module 9: Constructing Ethical Urgency** Learn how to apply urgency, ethically, without putting people in a manipulation mode to make hasty decisions that could undermine relationship development and erode trust.

**Module 10: Reactivation and Re engagement Tactics** The psychological reasons prospects stop communicating and how to get them talking again with simple and effective strategies to reignite interest and push conversation forward.

### Concluding Remarks

This Sales Psychology Training is completely different to traditional sales training as it focusses on psychology in sales more than the traditional tips and techniques. Instead of learning what to say, students learn why people buy and how their approach can align with fundamental psychology.

Training focuses on the ethical use of psychological principles so that increased sales come through better service and understanding, rather than manipulation or pressure. Participants walk away with real, actionable tools we can use right now, and the keystone psychological principles that will change our lives forever.

Even better, it completely changes the dynamic for professional and customer alike. When you achieve sales training that incorporates psychology, you begin to have consultative conversations, relationships are enhanced, trust is built and of course sales success is a natural byproduct of better communication and greater understanding.

It consists of exercises and case studies drawn from Australian businesses and exercises in which participants can apply new concepts, so it is put into practice from day one.