Pitching A Convincing Business Idea

Pitching A Convincing Business Idea

 

Coming up with creative ideas is easy; selling them to strangers is hard. All too often, entrepreneurs, sales executives, and marketing managers go to great lengths to show how their new business plans or creative concepts are practical and high margin—only to be rejected by corporate decision makers who don’t seem to understand the real value of the ideas.

 

Why does this happen? It turns out that the problem has as much to do with the seller’s traits as with an idea’s inherent quality.

 

The first thing to realize when you’re preparing to make a pitch to strangers is that your audience is going to put you into a box.

 

And they’re going to do it really fast. Research suggests that humans can categorize others in less than 150 milliseconds. Within 30 minutes, they’ve made lasting judgments about your character.

 

In this course, David Ho draws on the work of social psychologists and behavioral economists to provide concrete, actionable items and transferrable ideas to each stage of the sales process.

 

To begin, learn the eight psychological concepts that you can employ throughout the sales work ow: reciprocity, liking, social proof, authority, consistency, scarcity, compare/contrast, and because.

 

Next, learn how these concepts play a role in the early stages of the sales cycle, as well as how they can help you realize the qualities of your ideal client, deliver presentations, handle objections, negotiate, close, and ask for referrals.

 

Lastly, learn how to grow from each sale and continuously refine your approach.

TRAINING SYLLABUS

 

ROLE OF PSYCHOLOGY IN SALES

• Eight key psychological concepts in sales

• Psychological concepts mapped to sales cycle

 

PROSPECTING

• Why should someone want to meet with you?

 

INITIAL MEETING

• Know your goals for the first meeting

• First impressions can help you to close the sales

 

ROLE OF PSYCHOLOGY IN SALES

• Eight key psychological concepts in sales

• Psychological concepts mapped to sales cycle

 

QUALIFICATION

• Know the qualities of your ideal client

 

PRESENTATION

• How you present can weigh more heavily than what you present

• Understanding the role of options

 

OBJECTIONS

• Anticipating reactions

• Don’t resist objections, embrace them

 

NEGOTIATING

• The value equation

• The importance of relationships in negotiations

• Conceding in the moment

 

CLOSING

• This started with a handshake

 

REFERRALS

• Don‘t ask, don’t sell

• When is the best time to ask?


 
 
 
 
 
 

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