Self-presentation in the sales process
Sales is an integral part of our lives. Despite being obviously associated with goods and services, we sell “ourselves” on a daily basis, either during business meetings, job interviews or when going on dates. In this case, we are a product ourselves and want to do our best to generate trust. In professional direct sales, the case is similar. Self-presentation plays an important part. A good salesperson tries to gain sympathy because this contributes to trust. This is the first stage of the sales process which strongly affects its outcome.
Taking into account how competitive the market is currently and how many similar products there are, it is worth learning how to activate the desired emotions through building a proper image. During this training course, we will explain how to draw attention of the customer, what to do to achieve a friendly attitude in an effective way and how to build credibility. Everything is done based on honest intentions and knowledge relating to psychology of social impact.
DO YOU KNOW?
- how to build an image of a professional salesperson?
- how to use knowledge relating to self-presentation to build trust?
- how to use the discoveries of cognitive psychology in the sales process?
- how to effectively use techniques of activating friendliness and approval in a customer?
- how to increase communicational effectiveness in sales-related conversations?
- how to build a first good impression in contacts with customers?
- how to read non-verbal communication of customers?
- how to interpret customer behaviours?
BUT ALSO
- how you are perceived by customers and what factors impact that?
- how to use the art of storytelling to activate emotions in the process of sales?
- how to impact emotions of the customers?
- how to build persuasive messages in sales?
- how to conduct meetings with customers?
- how to properly apply the dress code rules in work of a professional salesperson?
AFTER PARTICIPATING IN THE TRAINING CONCERNING THE ROLE OF SELF-PRESENTATION IN THE SALES PROCESS
YOU WILL START TO
- sell more effectively,
- present yourself skilfully and position yourself as an expert in your industry,
- build a professional image of yourself and your company consciously and actively.
YOU WILL NO LONGER
- behave in a way that is intrusive not noticing the signs made by customers,
- have a negative impact on the mood and behaviour of customers in an unintentional way,
- unintentionally follow the judgement schemes as suggested by the behaviour of a customer.
YOU WILL DEVELOP
- the ability to build trust and friendly atmosphere consciously,
- the ability to have a conscious impact on the customers, on the professional and emotional level,
- the ability to activate a desired attitude of a customer by using appropriate principles of the psychology of social impact.
TRAINING PROGRAMME
- You sell yourself first, then the product, i.e. how to make people want to learn about your offer.
- The customer – find out who they are, recognise their needs to understand more.
- Discoveries of cognitive psychology vs. effective sales communication.
- Mechanisms of judgement, selection and decision making.
- Elements of a professional salesperson.
- Self-presentation in sales based on the discoveries of the psychology of social impact.
- The role of first impression in building image and trust.
- Discoveries of cognitive psychology vs. effective sales communication.
- Three levels of impact, i.e. mechanisms of interpersonal communication based on communication psychology, psycholinguistics and sociolinguists.
- Conducting sales meetings.
- Phone sales – work with voice.
- Persuasion – methods of generating impact during public appearances.
- The psychology of intention in sales.
- Dress code of a professional salesperson.
- Personal development programme based on coaching techniques and tools.
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Marcin Mańka
Academy of Image and Communication
ul. Grażyny 15/130A
02-548 Warszawa
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