psychology of selling by derek hendrikz
DESCRIPTION
Psychology of selling by Derek Hendrikz works with the sales process, rejection, objection, sales values, fear, anxiety. stephen coveys seven habits. www.derekhendrikz.comTRANSCRIPT
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
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overcoming the Mental
Challenge of sales…
• Understand your fears.
• Build a positive attitude.
• Understand people.
• Understand yourself.
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Accept Yourself…
• Determine your scope of influence.
• Understand the power of focus.
• Understand the power of integrity.
• Understand the power of trust.
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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.
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Turn lemon into Lemonade…
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)
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Copyright © 2008 Derek Hendrikz Consultingwww.derekhendrikz.com
The Primary Values of Selling…
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A person who lives according to principles is a person with integrity (values over needs).
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Trust
Trust is a product of
trustworthiness.
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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.
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Two Types
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Rational Fear Irrational Fear
Rejectionvs.
Objection
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The Sales Process Revised:
1. Prospecting;2. Presentation;
3. Overcoming Objections;4. Closing; and5. Follow-up
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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.
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Rejection
The act of not wanting or not
responding.
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Rejection means NO! www.derekhendrikz.com
Objection
A feeling or expression of
disagreement or uneasiness.
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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.
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Objection
Listen
Eliminate
Understand
Seek Agreement
Clarify
Investigate Options
Find Solutions
Rejection
Accept
Move ON
The Art of Framing Attitudes
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Use Neuro Associative Conditioning
1• Get Leverage
2• Interrupt the current pattern
3• Condition a new empowering pattern
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