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Interaction & influence

Delivery

Interaction & influence

The psychology of sales interactions

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Quotes from participants

“I will be much more prepared how to act next time I have a customer claim or next time I hear buying signals on the phone.”
Interroll participant

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Course outline

Social psychology has amassed a large body of knowledge about how humans influence each other and interact – especially in the last 10 years.

The aim of this programme is to share the key findings in a very practical way, specifically for a sales audience, so they can be aware of, and develop their influencing skills in face to face selling.

A core tenant of selling is to build trust and good relations with customers, and this programme helps sales people build their personal selling skills to do that, by gaining a much richer understanding of how we actually influence each other.

Built from a thorough study of the latest findings in social psychology, applicable to sales, the training will give your sales team extra approaches and sales tips to influence customers positively.

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Audience

Sales teams, sales management, marketing, customer service and other client facing staff.

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Learning objectives

  • Understand key modes of influence.
  • Practice applying and using them in client situations.
  • Understand how humans interact and the nuances of behaviour at play.
  • Manage customer interactions more effectively.
  • Be aware of influence mechanisms used as tactics in negotiations.

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Course format

2 day workshop

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Benefits

  • Update on the latest important findings in social psychology.
  • Insight into how they affect customer interactions.
  • Ability to adapt and apply them to actual customer situations.
  • Ability to recognise when influence is used as a tactic in negotiations.

Quotes from participants

“We don’t see things as they are, we see them as we are.”
Anaïs Nin

Find out more…

Resources_Science of Influence

August 2013

The science of influence

A summary of insights to help you to apply science to influence for more effective sales meetings.

Download

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Client Case Study

Trend Case History

Supply chain negotiation programme

Read More

Book a consultation now

The Selling Interactions Difference: Our programmes are based upon our extensive research into sales best practice. Currently, our database holds details of over 1000 research cases. At the same time, 100% of our focus is on creating pragmatic, actionable training that sales people find invaluable in securing their targets. With a twin focus on attitude/ behaviour and strategy/process, Selling Interactions programmes equip participants with the best chances of sustainable success.