Psychology is a big part of Sales - from influencing people to understanding how people make purchasing decisions. Many sales people have a great thirst to understand what makes customers tick and how to influence them most effectively. We can help with:
Sales Effectiveness Audit: we will analyse the behaviour of your sales team through observation, interviews, surveys, focus groups etc. and provide comprehensive feedback on their performance.
Assessment for Selection: we will carry out assessments to select the most promising candidates for sales roles. We can also audit your selection process or develop bespoke assessments. We cover all roles from high level corporate sales to those working in retail or call-centre environments.
Sales Skills Development: we will carry out in-depth assessment of individual sales people and provide coaching and support, design in-house coaching programmes or run Sales Skills workshops.>
We will work with you to identify the best blend of approaches for your organisation, for example drawing on question asking, challenging, relationship building, information broker and other models.
We appreciate that although there are core aspects to Sales which are common across all domains, there is a wide range of types of sale (e.g. retail, inbound and outbound call-centre, field sales, enterprise sales, sales of professional services, online sales etc.), each requiring different skills and emphasis. We tailor our offering to what works best in your environment.
Our work is always based on research and hard evidence about what actually works in practice.
There are many important aspects of Psychology which are important in Sales, including:
We offer analysis of how effective your sales people are, support in selecting sales people and development of sales peoples' skills.
This process evaluates your sales staff to provide a picture of their effectiveness, highlighting areas of strength and potential improvement. It entails observation, interviews and questionnaires. Areas covered include:
This builds on the assessment dimensions and methods described above - focussed on an individual, with the goal of enabling them to reach the next level of performance.
Psychology is a big part of Negotiation - from influencing styles and power relationships to empathy and decision-making processes.
Workshops on general Negotiation Skills.
Workshops on more specific topics e.g. dealing with difficult people.
We offer the following workshops, either in-house or as open sessions:
This workshop covers:
Each workshop makes use of real-world case studies and provides plenty of opportunities to practice the techniques covered.
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Oxford Business Psychology 2020