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Understanding the Psychology in the Sales Process
Learn how to influence the sales process with persuasive psychological conceptsPreview the first lesson free — get full access to all 5 lessons.
Beginner Provider : Tami Glasco 5 Lessons · 14m in Arabic, German, English, Spanish, French, Portuguese, Chinese
Course Description
The psychology of sales is a powerful and often underused tool in pursuing sales success. Persuasive selling techniques go beyond convincing a buyer to purchase. Noted psychologist Robert Cialdini believes there is science behind influence. Sales professionals can use these observations to build trust and create lasting relationships with customers. Successful selling relies on knowing and connecting with the customer, and everyone has a different motivation. So how do you determine the best way to sell? What psychological tips can you follow to guide your business decisions?
In this course, we’ll explore how to narrow the focus of your sales approach by understanding different selling tactics, psychological concepts, and communication techniques. We’ll discuss rhetorical appeals and various sales psychological concepts first outlined by Robert Cialdini. By the end of this course, you’ll understand the psychology of sales and the practical skills and techniques to turn this knowledge into results.
What You'll Learn
- Define ethos, pathos, and logos and how each appeals to buyers
- Apply Robert Cialdini's principles of influence to selling
- Connect psychological concepts to each stage of the sales cycle
- Identify the seven steps of the sales process
- Use persuasive selling techniques to build trust and lasting customer relationships
- Adapt your sales approach to different customer motivations
Key Takeaways
- The psychology of sales is a powerful and often underused tool for achieving sales success.
- Persuasive selling goes beyond convincing a buyer to purchase; it builds trust and lasting relationships with customers.
- Robert Cialdini argues there is science behind influence that sales professionals can apply.
- Successful selling relies on knowing and connecting with the customer, since everyone has a different motivation.
- Rhetorical appeals (ethos, pathos, and logos) and Cialdini's psychological concepts can be turned into practical selling results.
Frequently Asked Questions
Who is this course for?
It is aimed at sales professionals who want to use the psychology of sales to build trust, create lasting customer relationships, and improve sales success.
What does this course cover?
It explores selling tactics, psychological concepts, and communication techniques, including rhetorical appeals and the sales psychology concepts first outlined by Robert Cialdini.
What skills will I gain?
You will learn to define ethos, pathos, and logos, understand Cialdini's principles of influence, apply psychological concepts to the sales cycle, and identify the seven steps of the sales process.
How is the course structured?
It includes lessons on an introduction, the role of ethos, pathos, and logos in sales, the psychology of sales, applying psychological concepts to the sales cycle, and a Test Your Knowledge section.
What will I be able to do by the end?
By the end you will understand the psychology of sales along with the practical skills and techniques to turn that knowledge into results.
