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Sales
How to use Sales Psychology skills in selling?
How to use Sales Psychology skills in selling?
Curriculum
12 Sections
192 Lessons
10 Weeks
Expand all sections
Collapse all sections
Introduction to Sales
3
1.1
Introduction to Sales
1.2
Understanding the Sales Process
1.3
Key Differences Between Sales and Negotiation
Negotiation in Sales
16
2.1
1- Basics of Negotiation
2.2
Preparation
2.3
Communication Skills
2.4
Flexibility
2.5
Patience
2.6
Emotional Intelligence
2.7
2- Types of Negotiation
2.8
Distributive Negotiation
2.9
Integrative Negotiation
2.10
3- Identifying and Understanding Stakeholders
2.11
Key Players
2.12
Influencers
2.13
Hidden Stakeholders
2.14
Understanding Interests
2.15
Case Studies
2.16
RestCopy
Deal With Difficult Situations
27
3.1
1- Handling Difficult Situations
3.2
Stay Calm
3.3
Active Listening
3.4
Empathy
3.5
Problem Solving
3.6
Effective Communication
3.7
Seeking Help
3.8
2- Dealing with Price Objections
3.9
Value PropositionCopy
3.10
Understanding Objections
3.11
Flexible Options
3.12
Show ROI
3.13
Negotiation Skills:Copy
3.14
3- Addressing Customer ConcernsCopy
3.15
Active ListeningCopy
3.16
Prompt ResponseCopy
3.17
TransparencyCopy
3.18
EmpathyCopy
3.19
Problem ResolutionCopy
3.20
4- Managing Negotiation DeadlocksCopy
3.21
Take a BreakCopy
3.22
Explore InterestsCopy
3.23
Brainstorm Solutions:Copy
3.24
MediationCopy
3.25
Build RelationshipsCopy
3.26
Case StudiesCopy
3.27
RestCopy
Long-Term Relationships with Consumers and Customers
49
4.1
1- Understanding your customer’s needs and being a trusted partner
4.2
1-1 Understanding the Customer
4.3
Truly Understanding the Customer’s Business, Challenges, and Goals
4.4
Regularly Updating Knowledge About Their Industry
4.5
1-2 Communication is Key
4.6
Establish Open and Transparent Communication from the Beginning
4.7
Actively Listen to Their Concerns, Feedback, and Suggestions
4.8
1-3 Customization and Personalization
4.9
Tailor Your Products or Services to Meet Their Specific Needs
4.10
Remember Personal Details; It Shows That You Care Beyond the Transaction
4.11
1-4 Reliability and Consistency
4.12
Deliver on Promises and Be Consistent in Quality and Service
4.13
Build a Reputation for Reliability and Dependability
4.14
2- Customer retention techniques go hand in hand with relationship building
4.15
2-1 Regular Check-Ins
4.16
Showcasing Long-Term Commitment
4.17
Valuing the Relationship Beyond Transactions
4.18
Opportunities for Upselling and Cross-Selling
4.19
2-2 Customer Feedback
4.20
Seek Feedback to Understand How You Can Improve and Meet Evolving Needs
4.21
Act on Feedback Promptly to Show That You Value Their Opinions
4.22
2-3 Loyalty Programs
4.23
Rewarding Customer Loyalty
4.24
Special Offers, Discounts, or Exclusive Access
4.25
Data Insights and Personalization
4.26
2-4 Educational Content
4.27
Positioning as an Industry Authority
4.28
Providing Tangible Value
4.29
Building Customer Trust
4.30
Enhancing Customer Engagement
4.31
3- Follow-up and after-sales service are the cherries on top
4.32
3-1 Post-Sale Support
4.33
Smooth Onboarding Process
4.34
Post-Sale Support
4.35
Demonstrating Commitment
4.36
3-2 Regular Follow-Ups
4.37
Understanding Evolving Needs
4.38
Proactive Solution Offerings
4.39
Building Long-Term Relationships
4.40
Strategic Partnership
4.41
3-3 Surprise and Delight
4.42
Creating Memorable Experiences
4.43
Enhancing Customer Loyalty
4.44
Personalization and Exclusivity
4.45
Word-of-Mouth Marketing
4.46
Case Studies
4.47
Rest
4.48
Exam
4.49
Contact Form
Introduction to Sales Psychology
2
5.1
Importance of Understanding Human Behavior in Sales
5.2
Historical Perspectives on Sales Psychology
Understanding Buyer Behavior
19
6.1
1- Decision-Making Processes in Buyers
6.2
Recognition of Need
6.3
Information Search
6.4
Evaluation of Alternatives
6.5
Purchase Decision
6.6
Post-Purchase Evaluation
6.7
2- Factors Influencing Purchasing Decisions
6.8
Personal Factors
6.9
Psychological Factors
6.10
Social Factors
6.11
Situation Factors
6.12
3- Psychological Triggers in Buying Behavior
6.13
Emotional Triggers
6.14
Scarcity and Urgency
6.15
Social Proof
6.16
Authority and Trust
6.17
Cognitive Biases
6.18
Case Studies
6.19
Rest
Communication and Persuasion in Negotiations
5
7.1
Verbal and Non-Verbal Communication Skills
7.2
Active Listening Techniques
7.3
Managing Emotions in Negotiations
7.4
Building Rapport with Customers
7.5
Principles of Persuasion (Cialdini’s Principles)
Emotional Intelligence in Sales
5
8.1
Understanding Emotions in Sales Interactions
8.2
Managing Emotions Effectively
8.3
Empathy and Its Role in Sales
8.4
Case Studies
8.5
Rest
Sales Techniques and Strategies
25
9.1
1- Building Strong Foundations
9.2
Product/Service Knowledge
9.3
Sales Process
9.4
Time Management
9.5
Goal Setting
9.6
2- Developing a Sales Mindset
9.7
Resilience
9.8
Confidence
9.9
Adaptability
9.10
Customer-Centric Focus
9.11
Continuous Learning
9.12
3- Building Rapport with Customers
9.13
Active Listening
9.14
Empathy
9.15
Authenticity
9.16
Communication Skills
9.17
Consistency
9.18
4- Effective Communication Skills in Sales
9.19
Clarity
9.20
Persuasion
9.21
Questioning Skills
9.22
Body Language
9.23
Negotiation Skills
9.24
Case Studies
9.25
Rest
Building Strong Foundations
13
10.1
1- Developing a Sales Mindset
10.2
Building Rapport with Customers
10.3
Effective Communication Skills in Sales
10.4
2- Building Rapport with Customers
10.5
Active Listening
10.6
Empathy
10.7
Authenticity
10.8
3- Effective Communication Skills in Sales
10.9
Clarity
10.10
Persuasion
10.11
Adaptability
10.12
Case Studies
10.13
Rest
Preparing for Negotiations
3
11.1
Setting Objectives and Goals
11.2
Researching and Understanding the Other Party
11.3
Creating a Negotiation Plan
Closing the Deal
26
12.1
1- Closing the Deal
12.2
Timing is Crucial
12.3
Clear Communication
12.4
Assumptive Close
12.5
Trial Close
12.6
Alternative Close
12.7
2- Closing Techniques in Sales
12.8
The Assumptive Close
12.9
Puppy Dog Close
12.10
The Now or Never Close
12.11
The Summary Close
12.12
3- Creating Win-Win Solutions in Negotiations
12.13
Negotiating for Mutually Beneficial Solutions
12.14
Active Listening
12.15
Flexible Problem-Solving
12.16
Information Sharing
12.17
Compromise and Trade-offs
12.18
4- Handling Final Objections
12.19
Negotiating for Mutually Beneficial Solutions
12.20
Active Listening
12.21
Flexible Problem-Solving
12.22
Information Sharing
12.23
Compromise and Trade-offs
12.24
Case Studies
12.25
Rest
12.26
Sales Psychology
30 Minutes
10 Questions
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