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Оглавление - Understanding Sales Psychology
Alexander Chichulin
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Объем: 53 бумажных стр.
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1. Understanding Sales Psychology
Chapter 1: The Psychology of Persuasion
— The six principles of persuasion
— How to apply the principles of persuasion in sales
— Examples of how persuasion can be used in sales
Chapter 2: Building Rapport with Customers
— Why building rapport is important in sales
— How to build rapport with customers
— Strategies for maintaining rapport over time
Chapter 3: Understanding Customer Needs and Desires
— The importance of understanding customer needs and desires
— Strategies for uncovering customer needs and desires
— Using customer needs and desires to tailor your sales pitch
Chapter 4: The Power of Storytelling in Sales
— How storytelling can be used to sell products or services
— The elements of effective storytelling
— Examples of storytelling in sales
Chapter 5: Overcoming Customer Objections
— Common customer objections and how to address them
— Strategies for overcoming objections and closing the sale
— How to turn objections into opportunities
Chapter 6: Using Emotion in Sales
— The role of emotion in the sales process
— How to evoke emotion in customers
— Examples of emotional appeals in sales
Chapter 7: The Importance of Trust in Sales
— Why trust is critical in sales
— How to build trust with customers
— Strategies for maintaining trust over time
Chapter 8: Understanding Buyer Behavior
— The different types of buyers and how they make purchasing decisions
— How to tailor your sales approach to different types of buyers
— Strategies for increasing conversions based on buyer behavior
Chapter 9: Ethical Considerations in Sales
— The importance of ethics in sales
— Ethical guidelines for salespeople
— Examples of ethical dilemmas in sales and how to handle them
Chapter 10: Using Psychology to Improve Your Sales Skills
— How to use psychology to improve your sales skills
— Strategies for applying psychological principles in sales
— Tips for continuous improvement in sales