Learn how to map psychological concepts to the following stages of the sales cycle: prospecting, initial meeting, qualification, presentation, objections, negotiating, closing, and referrals.
- So, we've discussed the eight psychological concepts,…so how do you put them into action?…I've organized this course so that in each chapter…we will look at a different step in the sales cycle…and how to incorporate the psychology.…For now, let's quickly review the eight steps.…Prospecting is all about finding potential…new clients or customers.…The importance of this step cannot be overstated…because you need to keep your pipeline full…if you want to keep your sales numbers moving…in the right direction.…Your initial meeting happens…when you meet a potential client or customer…for the first business meeting.…
You may have known someone for along time,…so it might not be the first time you've met,…but it's the first time you've gotten together…specifically for business purposes.…Qualification is the step where you and the prospect…learn about one another to determine if it's worth…going any further.…Not every prospect will be a potential client.…For a variety of reasons,…you might decide not to pursue doing business.…
Lynda.com is a PMI Registered Education Provider. This course qualifies for professional development units (PDUs). To view the activity and PDU details for this course, click here.
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals