psychology of selling by derek hendrikz

Psychology

of Selling

derek hendrikz

http://www.derekhendrikz.com/


Copyright © 2014

Derek Hendrikz Consulting

www.derekhendrikz.com



Physical Appearance of the Sales Person

• Dress / clothing

• Breath

• Odor / smell

• Hair (length, etc.)

• Facial hair

• Teeth

• Posture

• Accessories (briefcase, etc.)

• Jewelry

• Attitude



overcoming the Mental

Challenge of sales…



• Understand your fears.

• Build a positive attitude.

• Understand people.

• Understand yourself.


Accept Yourself…



• Determine your scope of influence.

• Understand the power of focus.

• Understand the power of integrity.

• Understand the power of trust.


Find Your Power…


• Understand that objection is not rejection.

• Become obsessed with client needs satisfaction.

• Understand the different types of objections.

• Learn the 3 steps to handling sales objections.


Turn lemon into Lemonade…



SelfImage




H3 Model of dealing with self-image

Head:Becoming aware of my thoughts (what I think)

Hand:Behaviour (what I do)

Heart:Attitude regarding myself (what I feel)



The Primary Values of Selling…




Integrity

A state of

being true to

oneself.



A person who lives according to principles is a person with integrity (values over needs).




Trust

Trust is a product of

trustworthiness.




People can rely on and believe in a trustworthy person.www.derekhendrikz.com



Fear

A feeling of anxiety or

distress caused by the presence of perceived or

real danger.




Two Types


Rational Fear Irrational Fear




Rejectionvs.

Objection




The Sales Process Revised:

1. Prospecting;2. Presentation;

3. Overcoming Objections;4. Closing; and5. Follow-up



When working with Objections - Remember:

• By really understanding client needs, you are already

sorting out objections.

• Sell major benefits of the product against client objections.

• Always attempt to balance needs with product.

• Never apologise for cost, rather justify the product in

relation to price.



Rejection

The act of not wanting or not

responding.




Rejection means NO! www.derekhendrikz.com



Objection

A feeling or expression of

disagreement or uneasiness.




Objection does not mean no!www.derekhendrikz.com



Objection is a question looking for an answer.www.derekhendrikz.com



The Difference:

• No need or desire – Rejection.

• No money to buy – Rejection.

• Not enough information – Objection.

• Not enough motivation – Objection.




Objection

Listen

Eliminate

Understand

Seek Agreement

Clarify

Investigate Options

Find Solutions

Rejection

Accept

Move ON


The Art of Framing Attitudes




Use Neuro Associative Conditioning

1• Get Leverage

2• Interrupt the current pattern

3• Condition a new empowering pattern

