Brian Ahearn – Persuasive Selling

Personal Finance Fundamentals

By: Jane Barratt

Duration: 1h 1m

Released: Nov 23, 2016

Description:

Understanding how people think and behave is key to mastering the art of persuasion and an essential ingredient to any successful sale. In this course, Brian Ahearn draws on the work of social psychologists and behavioral economists to provide concrete, actionable items and transferrable ideas to each stage of the sales process. To begin, learn the eight psychological concepts that you can employ throughout the sales workflow: reciprocity, liking, social proof, authority, consistency, scarcity, compare/contrast, and because. Next, learn how these concepts play a role in the early stages of the sales cycle, as well as how they can help you realize the qualities of your ideal client, deliver presentations, handle objections, negotiate, close, and ask for referrals. Lastly, learn how to grow from each sale and continuously refine your approach.

Topics include:

• 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

Contents:

• Introduction
• 1. Role of Psychology in Sales
• 2. Prospecting
• 3. Initial Meeting
• 4. Qualification
• 5. Presentation
• 6. Objections
• 7. Negotiating
• 8. Closing
• 9. Referrals
• Conclusion

Author:

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