Brian Ahearn – Persuasive Selling
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Understanding how people think and behave is key to mastering the art of persuasion and an essential ingredient to any successful sale. In this course, Brian Ahearn 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.
Personal Finance Fundamentals
By: Jane Barratt
Duration: 1h 1m
Released: Nov 23, 2016
Description:
Understanding how people think and behave is key to mastering the art of persuasion and an essential ingredient to any successful sale. In this course, Brian Ahearn 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 workflow: 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.
Topics include:
- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals
Contents:
- Introduction
- 1. Role of Psychology in Sales
- 2. Prospecting
- 3. Initial Meeting
- 4. Qualification
- 5. Presentation
- 6. Objections
- 7. Negotiating
- 8. Closing
- 9. Referrals
- Conclusion
Author:
Brian Ahearn is an expert trainer who specializes in applying the science of influence to everyday situations.
Brian Ahearn is the chief influence officer at Influence PEOPLE. A trainer, keynote speaker, coach, and consultant, he specializes in applying the science of influence and persuasion in everyday situations. He is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer® (CMCT®) designation. Brian earned this specialization in the psychology of persuasion directly from Robert B. Cialdini, PhD—one of the most cited living social psychologists in the world when it comes to the science of ethical persuasion.
Brian’s passion is helping people achieve greater professional success and enjoy more personal happiness. He does this by teaching how to ethically move people to action through the science of persuasion.
A cum laude graduate of Miami University, Brian has been in the business world for 30 years and has been training people for 20 years. In addition to having his CMCT® certification, Brian is a Chartered Property Casualty Underwriter (CPCU®) and a Competent Toastmaster (CTM).
Brian is a prolific writer. His blog has readers in 200 countries and was named one of the Top 30 Psychology Blogs of 2012 by the Online Psychology Degree Guide. He’s been cited in several books including Influence: Science and Practice, Yes! 50 Scientifically Proven Ways to Be Persuasive, The small BIG, and Introducing Persuasion: A Practical Guide.
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