Psychology of Selling by Derek Hendrikz
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The document discusses the psychology of selling, emphasizing the importance of physical appearance, mental attitude, and integrity in the sales process. It differentiates between rejection and objection, providing strategies for overcoming objections and enhancing client satisfaction. Key concepts include understanding self-image, building trust, and using neuro associative conditioning to improve sales outcomes.
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Psychology of Selling by Derek Hendrikz
- 2. Copyright ยฉ 2014 Derek Hendrikz Consulting www.derekhendrikz.com
- 4. Physical Appearance of the Sales Person โข Dress / clothing โข Breath โข Odor / smell โข Hair (length, etc.) โข Facial hair โข Teeth โข Posture โข Accessories (briefcase, etc.) โข Jewelry โข Attitude
- 6. โข Understand your fears. โข Build a positive attitude. โข Understand people. โข Understand yourself. www.derekhendrikz.com Accept Yourselfโฆ
- 7. โข Determine your scope of influence. โข Understand the power of focus. โข Understand the power of integrity. โข Understand the power of trust. www.derekhendrikz.com Find Your Powerโฆ
- 8. โข Understand that objection is not rejection. โข Become obsessed with client needs satisfaction. โข Understand the different types of objections. โข Learn the 3 steps to handling sales objections. www.derekhendrikz.com Turn lemon into Lemonadeโฆ
- 10. 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) www.derekhendrikz.com
- 12. Copyright ยฉ 2008 Derek Hendrikz Consultingwww.derekhendrikz.com
- 13. The Primary Values of Sellingโฆ www.derekhendrikz.com
- 14. Integrity A state of being true to oneself. www.derekhendrikz.com
- 15. A person who lives according to principles is a person with integrity (values over needs). www.derekhendrikz.com
- 16. Trust Trust is a product of trustworthiness. www.derekhendrikz.com
- 17. People can rely on and believe in a trustworthy person. www.derekhendrikz.com
- 18. Fear A feeling of anxiety or distress caused by the presence of perceived or real danger. www.derekhendrikz.com
- 19. Two Types www.derekhendrikz.com Rational Fear Irrational Fear
- 21. The Sales Process Revised: 1. Prospecting; 2. Presentation; 3. Overcoming Objections; 4. Closing; and 5. Follow-up www.derekhendrikz.com
- 22. When working with Objections - Remember: โข By really understanding client needs, you are already sorting out objections. โข Sell major benefits of the product against client objections. โข Always attempt to balance needs with product. โข Never apologise for cost, rather justify the product in relation to price. www.derekhendrikz.com
- 23. Rejection The act of not wanting or not responding. www.derekhendrikz.com
- 24. Rejection means NO! www.derekhendrikz.com
- 25. Objection A feeling or expression of disagreement or uneasiness. www.derekhendrikz.com
- 26. Objection does not mean no! www.derekhendrikz.com
- 27. Objection is a question looking for an answer. www.derekhendrikz.com
- 28. The Difference: โข No need or desire โ Rejection. โข No money to buy โ Rejection. โข Not enough information โ Objection. โข Not enough motivation โ Objection. www.derekhendrikz.com
- 31. Use Neuro Associative Conditioning 1 โข Get Leverage 2 โข Interrupt the current pattern 3 โข Condition a new empowering pattern www.derekhendrikz.com