Customers have certain psychology and if we could understand their psychology and go along with them, they will buy from us automatically.
Psychological Selling is connecting with people's hearts and get into his inner world with the purpose of solving his problem. It is like the doctor who always do consultation before he dispenses any solution (medicine) to the patient. And of course the doctor must connect with the customer or the customer will not share openly with the doctor. The doctor gets the customer to open up with him by showing concern and having a real connection with him.
Whether you have been selling all your life or you are new in sales, you need to move from hard selling to heart selling. Master the art of Psychological Selling selling and you’ll see your sales soar.
What you will bring back from this course include:
Many people have done sales for many years but never get the results they truly deserve. My goal is to impart you with practical ideas that you use immediately so as to create more sales and income for yourself and the world at large.
Psychological selling is a science of selling that sells on how buyers buy, not how sellers sell. Most salespeople sell the way sellers sell, which is not the way buyers buy. For example, many salespeople are so excited about the benefits of what they sell that they ignore the most important issue that the buyer faces now, which could be trust and rapport with the seller.
In this lecture, we will also go through a few situations where you will be be tested on 'do you sell the way sellers sell or the way buyers buy'.
At the end of this lecture, you will have a clear understanding of what psychological selling is and why it is more effective than non-psychological selling
From lecture 1, we know that selling is not about selling but professionally helping people to buy. In order for you the salesperson to help your prospect, you first need to build trust and rapport. That is what this lecture 2 is about.
At the end of this lecture, you'll be able to:
1. Know that people do things not based on emotions or rationale but on how their brain works
2. From the lesson of 'Why did the chicken cross the road', you will learn that people do things for their own reasons. We have to communicate with people's hearts to know their true reasons
3. Find a way to communicate with people's hearts by building rapport and trust with people. Make people trust you, like you and they will listen to you
4. Master the Neuro Linguistic Programming (NLP) Technique of Match and Mirror to build trust and rapport. Match and mirror your prospect's body language, voice and words. From a simple exercise of 'locking your hand to your chin', you'll learn that in communication, body language comprises more than half of the message.
After you have built trust and rapport, you are ready to do psychological selling. At the end of this lecture, you will learn the 3 steps to psychological selling: excite, eustress and exchange
Step 1: Excite people with what excites them, not merely what you have
Step 2: Eustress. After you have excited people, people want to take action. But because most people will procrastinate, you need to apply positive pressure or eustress, to compel them to act immediately
Step 3: Exchange. You must offer a value to people first you can ask for anything in returrn
Once you have completed these 3 steps, you are ready to move on to Lecture 4, which is about the role of heuristics in psychological selling.
In this lecture, you will learn the role of heuristics in psychological selling.
Heuristics are short cuts that our brains use to understand messages. We use heuristics to convey the central logic our our product or service
We will also show you examples of heuristics in sales and some heuristics may not be real but are useful for people to remember us.
After understanding the role of heuristics in psychological selling, you need to have logic to back up your heuristics.
At the end of this lecture 5, you will learn the following:
Many people think that we need to lower our price to make our offer attractive. However, you can make your offer not just attractive, but irresistible, when you use any of the 9 methods here.
Name: Andy Ng (also known as AndyTheCoach)
Number of years in full-time training and coaching: 17 (since 14 May 2001)
Business Coach, Consultant and Trainer, Andy Ng combines 30 years of professional experience, all with a passion to help people to be more successful at work and in their life.
Andy possesses a MBA from UK and has an Accountancy degree from National University of Singapore. He has, to-date, trained over 81,131 people in 15 countries including USA, Mexico, Australia, Sri Lanka, China, Thailand, Japan, Maldives, Philippines, Brunei, Indonesia, Cambodia, Malaysia and his hometown Singapore.
Prior to starting his own training and coaching business in 2001, Andy was the Director of Finance, HR and Admin at the world's then 5th largest computer networking equipment manufacturer Allied Telesis International (Asia). Andy's other experiences include Stockbroker, Financial Analyst at Chase Manhanttan Bank, Consultant at KPMG, and Auditor at Deloitte and Touche.
Since the age of 5, Andy has been selling all his life. Currently he is leading a team of 4 entrepreneurs in a global e-commerce business Saivian World.
The courses provided by Andy are very popular with the target market, and many of Andy's videos, articles and courses are featured regularly in the local media including.
At home, Andy is a happy man with 3 happy children age 14 to 19 and one, beautiful wife.
In the community, Andy is the District Chairman for Entrepreneurship at Lions Clubs International (Singapore). He is also a Committee Member at Association of Professional Trainers Singapore
The top 5 most popular topics by Andy include Sun Tzu Art of War, 36 Stratagems, Sales Closing, Service From the Heart, Leadership Power and Financial Intelligence