The First thing all salesperson need to acknowledge is that: In order to sell better, we must understand “Buyer Motivations”

1. SALES TRAINING
By
Jerome Adzah, MCIMG, MBA
TOPIC :The Psychology of Selling

2. Meet Jerome Adzah – The Salesman.
He supports B2B brands to increase demand and
achieve scale with Sales and Marketing programs that
produce results. Jerome is a SMarketing (Sales &
Marketing) professional and demand generation
expert with 9 years’ experience of providing services
to financial institutions, FMCGs, Recruitment
Agencies, IT, Business consultancies, etc.
About Your Instructor

3. THE ART OF SELLING
The Psychology of Selling

4. The Psychology of Selling
The First thing all salesperson need to acknowledge is that:
In order to sell better, we must
understand “Buyer
Motivations”
Selling involves getting buyers
to take Action
To get customers or prospects
To make commitments and be
committed to change
A buying
decision is a
change
management
decision

5. The Psychology of Selling
To be successful in our Sales role we need to understand:
Why DO buyers take action?
What causes buying?

6. The Psychology of Selling
It may surprise you to learn that
SO
“When engaging with customers, remember you are not dealing
with creatures of logic, but with creatures of emotions”
All Buying
Decisions
(including B2B)
are emotional

7. The Psychology of Selling
In decision making
High stakes
=
High emotion
Research has proven that
The emotion brain regularly overrules the rational brain

8. The Psychology of Selling
If we say we’re going
to doing something
for logical reason
that means we have
more emotions
invested in that
reason that any
other.
Whenever a buyer
says they are
going to think
about it, they are
saying you have
not aroused their
desire to own or
enjoy the benefits
of your product..
A survey of 2000 decision
markers according to The
Digital Sales Institute
found out that 56% of
that final purchase is
driven by emotion - with
the feelings like trust,
confidence, optimism and
pride emerging as the
most influential.

9. The Psychology of Selling
The Buying process is an emotional experience
• Reputation, careers and
finances are at stake. We
need to understand that
these emotions influence the
customer’s buying decisions
• The Customer’s previous
emotions (expectations,
experiences) are as
important as their current
emotions
• To understand the customer’s
thinking, we need insight into
the present and the past.
• The emotional side of doing
business is why
• Buyers want salespeople to
evoke feelings of trust,
helpfulness, reliability,
credibility and a sense of
partnership
This is why
selling
psychology
matters

10. The Psychology of Selling
SO!
What is Selling Psychology?

11. The Psychology of Selling
Simply stated, selling psychology is getting a
buyer to make a decision as a result of a learning
pathway.
Where the customer learns about a product or
service and then relates it to their specific
situation to make a favorable buying decision

12. The Psychology of Selling
“Getting a customer to move through the
sales process doesn’t have to be a rocket
science:
In sell Selling psychology, it is critical
to align the right messages, content
and actions to matching
“SWITCH” and “FEELING”
stages in order to influence buying
behavior.

14. M: +233277246979
W: www.thesalesman.co
E: komladjehrome@gmail.com
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LOC: Adentan East, Greater Accra, GHA.