What I learn from this course?
In this course on Introduction to Sales Psychology, you’ll gain a comprehensive understanding of human behavior in the context of sales, starting from historical perspectives to modern-day applications. You’ll delve into the intricacies of buyer behavior, learning about decision-making processes, psychological triggers, and factors influencing purchasing decisions. Through communication and persuasion techniques, including verbal and non-verbal cues, you’ll discover how to build rapport, employ persuasion principles like those of Robert Cialdini, and leverage emotional intelligence to foster trust and credibility with customers. Additionally, you’ll explore the power of storytelling, negotiation strategies, overcoming objections, managing rejection, and the ethical considerations crucial for building long-term customer relationships, all while applying these concepts to digital marketing in today’s online landscape.
* To find out the content of the course, click on “Curriculum” above.
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Curriculum
- 12 Sections
- 194 Lessons
- 10 Weeks
Expand all sectionsCollapse all sections
- Introduction to Sales3
- Negotiation in Sales16
- 2.11- Basics of Negotiation
- 2.2Preparation
- 2.3Communication Skills
- 2.4Flexibility
- 2.5Patience
- 2.6Emotional Intelligence
- 2.72- Types of Negotiation
- 2.8Distributive Negotiation
- 2.9Integrative Negotiation
- 2.103- Identifying and Understanding Stakeholders
- 2.11Key Players
- 2.12Influencers
- 2.13Hidden Stakeholders
- 2.14Understanding Interests
- 2.15RestCopy
- 2.16Case Studies
- Deal With Difficult Situations27
- 3.11- Handling Difficult Situations
- 3.2Stay Calm
- 3.3Active Listening
- 3.4Empathy
- 3.5Problem Solving
- 3.6Effective Communication
- 3.7Seeking Help
- 3.82- Dealing with Price Objections
- 3.9Value PropositionCopy
- 3.10Understanding Objections
- 3.11Flexible Options
- 3.12Show ROI
- 3.13Negotiation Skills:Copy
- 3.143- Addressing Customer ConcernsCopy
- 3.15Active ListeningCopy
- 3.16Prompt ResponseCopy
- 3.17TransparencyCopy
- 3.18EmpathyCopy
- 3.19Problem ResolutionCopy
- 3.204- Managing Negotiation DeadlocksCopy
- 3.21Take a BreakCopy
- 3.22Explore InterestsCopy
- 3.23Brainstorm Solutions:Copy
- 3.24MediationCopy
- 3.25Build RelationshipsCopy
- 3.26Case StudiesCopy
- 3.27RestCopy
- Long-Term Relationships with Consumers and Customers49
- 4.11- Understanding your customer’s needs and being a trusted partner
- 4.21-1 Understanding the Customer
- 4.3Truly Understanding the Customer’s Business, Challenges, and Goals
- 4.4Regularly Updating Knowledge About Their Industry
- 4.51-2 Communication is Key
- 4.6Establish Open and Transparent Communication from the Beginning
- 4.7Actively Listen to Their Concerns, Feedback, and Suggestions
- 4.8Tailor Your Products or Services to Meet Their Specific Needs
- 4.91-3 Customization and Personalization
- 4.10Remember Personal Details; It Shows That You Care Beyond the Transaction
- 4.11Deliver on Promises and Be Consistent in Quality and Service
- 4.12Build a Reputation for Reliability and Dependability
- 4.131-4 Reliability and Consistency
- 4.142- Customer retention techniques go hand in hand with relationship building
- 4.15Showcasing Long-Term Commitment
- 4.16Valuing the Relationship Beyond Transactions
- 4.17Opportunities for Upselling and Cross-Selling
- 4.182-1 Regular Check-Ins
- 4.19Seek Feedback to Understand How You Can Improve and Meet Evolving Needs
- 4.20Act on Feedback Promptly to Show That You Value Their Opinions
- 4.21Rewarding Customer Loyalty
- 4.22Special Offers, Discounts, or Exclusive Access
- 4.232-2 Customer Feedback
- 4.24Data Insights and Personalization
- 4.25Positioning as an Industry Authority
- 4.26Providing Tangible Value
- 4.272-3 Loyalty Programs
- 4.28Building Customer Trust
- 4.29Enhancing Customer Engagement
- 4.303- Follow-up and after-sales service are the cherries on top
- 4.31Smooth Onboarding Process
- 4.322-4 Educational Content
- 4.33Post-Sale Support
- 4.34Demonstrating Commitment
- 4.35Understanding Evolving Needs
- 4.36Proactive Solution Offerings
- 4.37Building Long-Term Relationships
- 4.38Strategic Partnership
- 4.393-1 Post-Sale Support
- 4.40Creating Memorable Experiences
- 4.41Enhancing Customer Loyalty
- 4.42Personalization and Exclusivity
- 4.43Word-of-Mouth Marketing
- 4.443-2 Regular Follow-Ups
- 4.45Case Studies
- 4.463-3 Surprise and Delight
- 4.47Rest
- 4.48Exam
- 4.49Contact Form
- Introduction to Sales Psychology2
- Understanding Buyer Behavior19
- 6.11- Decision-Making Processes in Buyers
- 6.2Recognition of Need
- 6.3Information Search
- 6.4Evaluation of Alternatives
- 6.5Purchase Decision
- 6.6Post-Purchase Evaluation
- 6.72- Factors Influencing Purchasing Decisions
- 6.8Personal Factors
- 6.9Psychological Factors
- 6.10Social Factors
- 6.11Situation Factors
- 6.123- Psychological Triggers in Buying Behavior
- 6.13Emotional Triggers
- 6.14Scarcity and Urgency
- 6.15Social Proof
- 6.16Authority and Trust
- 6.17Cognitive Biases
- 6.18Rest
- 6.19Case Studies
- Communication and Persuasion in Negotiations5
- Emotional Intelligence in Sales5
- Sales Techniques and Strategies25
- 9.11- Building Strong Foundations
- 9.2Product/Service Knowledge
- 9.3Sales Process
- 9.4Time Management
- 9.5Goal Setting
- 9.62- Developing a Sales Mindset
- 9.7Resilience
- 9.8Confidence
- 9.9Adaptability
- 9.10Customer-Centric Focus
- 9.11Continuous Learning
- 9.123- Building Rapport with Customers
- 9.13Active Listening
- 9.14Empathy
- 9.15Authenticity
- 9.16Communication Skills
- 9.17Consistency
- 9.184- Effective Communication Skills in Sales
- 9.19Clarity
- 9.20Persuasion
- 9.21Questioning Skills
- 9.22Body Language
- 9.23Negotiation Skills
- 9.24Rest
- 9.25Case Studies
- Building Strong Foundations13
- 10.11- Developing a Sales Mindset
- 10.2Building Rapport with Customers
- 10.3Effective Communication Skills in Sales
- 10.42- Building Rapport with Customers
- 10.5Active Listening
- 10.6Empathy
- 10.7Authenticity
- 10.83- Effective Communication Skills in Sales
- 10.9Clarity
- 10.10Persuasion
- 10.11Adaptability
- 10.12Case Studies
- 10.13Rest
- Preparing for Negotiations3
- Closing the Deal27
- 12.11- Closing the Deal
- 12.2Timing is Crucial
- 12.3Clear Communication
- 12.4Assumptive Close
- 12.5Trial Close
- 12.6Alternative Close
- 12.72- Closing Techniques in Sales
- 12.8The Assumptive Close
- 12.9Puppy Dog Close
- 12.10The Now or Never Close
- 12.11The Summary Close
- 12.123- Creating Win-Win Solutions in Negotiations
- 12.13Negotiating for Mutually Beneficial Solutions
- 12.14Active Listening
- 12.15Flexible Problem-Solving
- 12.16Information Sharing
- 12.17Compromise and Trade-offs
- 12.184- Handling Final Objections
- 12.19Negotiating for Mutually Beneficial Solutions
- 12.20Active Listening
- 12.21Flexible Problem-Solving
- 12.22Information Sharing
- 12.23Compromise and Trade-offs
- 12.24Case Studies
- 12.25Rest
- 12.26Exam
- 12.27Contact Form
