The True Art of Sales
They, who master behavioural psychology, will master sales.
In his book, “How Customers Think: Essential Insights into the Mind of the Market”, Harvard Professor, Gerald Zaltman essentially proves that humans are not as logical as we think they are. He concludes that their buying decisions are predominantly based on emotion.
Interestingly, this notion is not completely new. A Nobel Prize in Economic Sciences was awarded to Daniel Kahneman in 2002 for his research that demonstrated that human decisions are not governed by logical thought, but by fixed psychological principles.
This begs the question: If we know that we need to appeal to people’s emotions to sell to them, why are we not closing enough deals? Lynette Beer believes the answer to that is quite simple: Because most sales training courses do not teach behavioural psychology.
Founded within our world-renowned Four-Colour Temperament Model©, our The True Art of Sales workshop will teach your sales people how to recognise each of the four basic personality types. They will learn what triggers and drives each temperament, and what kind of information each needs to help them make a purchasing decision.
The true power of this course lies in its simplicity and practicality. Your sales people will walk away, equipped with life-altering new knowledge and skills that they will grasp instantly and be able to implement straight away. Guaranteed.
Content outline
The content of this workshop includes but is not necessarily limited to:
- The first impressions you make on people
- What your body language tells people
- How your personality type influences your presentation
- The human brain and the process of decision-making
- Why you should talk less and listen more
- An in-depth understanding of the four basic human temperaments
- What triggers and drives each personality type
- How to communicate with the different personality types
- The kind of information each personality type requires to make a decision
- Access to an online personality type assessment, usually completed in advance
- The Four-Colour Temperament Model© workbook
- A 25% discount voucher for any of Lynette Beer’s books
The lengths of our workshops are customised to customer demand.
This workshop can be presented nationwide, at a venue of your choice.
