Psychology of Selling by Derek Hendrikz
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Psycholo gy of Selling derek hendrikz
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Psychology of selling by Derek Hendrikz works with the sales process, rejection, objection, sales values, fear, anxiety. stephen coveys seven habits. www.derekhendrikz.com
Transcript of Psychology of Selling by Derek Hendrikz
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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