The Art of Selling: The Science and the Psychology

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Course Overview

In this dynamic, highly interactive workshop, participants will study and practice both the science and psychology of sales. Participants will study the selling process as well as the behavioral and attitudinal factors that affect both the buyer and the seller. In Art of Selling: The Science and the Psychology Training course participants will learn to define their target market, where to prospect, to position their products and services, to overcome objections, close the sale, and much more. Participants will learn on how the global economy and the Internet have impacted the world of selling and how to develop a stronger understanding of how and why people buy. Participants will practice the important concepts and techniques with in-class group exercises and role plays. In short, participants will acquire the critical skills and tools that are required for sales success in today's business world.

Course Content

Introduction to Course and Sales

  • Welcome and Introductions
  • Course Objectives and Road Map
  • Discussion: What is Sales

Introduction to Sales

  • The Seller and the Buyer
  • The Changing Scope of Selling: Global Economy and the Internet
  • The Science of Sales: The Seven Strategies of Selling
    • Prospecting
    • First Contact
    • Qualification
    • Presentation
    • Resolving Objections
    • Closing
    • Wrap-Up and Follow-Up
  • Product and Services Knowledge
  • The Psychology of Sales: The Art and Attitude of Selling


  • What Is a Prospect?
  • The Role of Prospecting
  • Lead Channels
  • Target Marketing
  • Networking: Where Do Your Prospects Gather?
  • Positioning Statements: The Answer to the Question "What Do You Do?"
  • Body Language
  • Group Exercise: Networking and Body Language

Cold Calling

  • The Benefits of Cold Calling
  • Adjusting Attitude and Overcoming Fear

First Contact and Qualification

  • Testing for FIT: "Personal," "Company" and "Wants"
  • Decision Makers: Political, Financial, Technical and End-User
  • Developing the Relationship: Build Rapport and Establish Trust
  • Qualification Strategies: Needs, Interests, Barriers, Criteria and Motives
  • Case Study: How and Why People Buy


  • Delivering a Prospect Specific Presentation
  • Buyer Motives
  • Proof of Success Strategies
  • Keys to a Powerful Presentation

Objection Resolution

  • Strategies for Resolving Objections
  • Uncovering Hidden Objections
  • Role Play: Discovering the "Objections" When Selling

Closing Strategies

  • The Fear Barrier
  • Recognizing Buying Signals
  • Eight Different Closing Strategies
  • What to Do if the Sale Is Lost?

Wrap Up and Follow Up

  • Guidelines for Completing the Transaction
  • Referrals
  • Maintaining the Relationship
  • Follow up and Repeat Sales

Course Recap and Conclusion

Customer Reviews

Thanks to Xpertised and the tutor who walked me through all the topics with Practical exposure which is helping me in my current project.

Course was quite helpful in terms of understanding of concepts and practicality. Its really a very friendly environment to learn. The timing were mutually chosen, as we both are working professional. I am quite satisfied with the course.


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