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 & marketing audience, so they can be aware of, and develop their influencing statrgies.

The course covers personal selling and on-line influence principles to support both digital marketing / virtual selling approaches, as well as more traditional modes of interaction.

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.

Audience

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

Learning objectives

• Understand key modes of influence in person and on-line.
• 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.

Course format

2 day workshop

Benefits

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