Being successful in one's sales activity means wanting to make the best of every
single effort. Knowing how to emotionally engage the interlocutor, using not only the most appropriate words but also body language, learning to "read" who you have in front of you in order to better manage the negotiation, are important goals for any sales expert.
For more than 15 years, neuroscience and behavioral science have highlighted the
most relevant mechanisms for increasing the likelihood that a person will accept a proposal and how nonverbal communication is relevant in sales processes.
The course, thanks in part to several practical exercises, provides insight into the mechanisms of the brain during decision making, supporting the implementation of new
sales techniques
- Understand how to reliably increase sales
- Manage the business negotiation by giving relevance to the emotions of your interlocutor
- Learning to recognize the signs of desire and rejection
- Understand how to increase the closing rate of the business negotiation
- Increase the speed of the sale
- Sales and Area Managers
- Key Account
- Commercial
- Business Developer
Neuroscience and sales
- How the brain works in the selling and buying process
- The decision-making process: rationality and emotions
- Neuroscience of desire: how the urge to buy is created
- Cognitive biases
Basic principles of neuroselling
- Objection management techniques
- Closure mode
- How to handle waste
Nonverbal communication and neuroscience
- Signs of desire
- Rejection signals
- Facial microexpressions
Persuasion and pre-suasion in selling
- Main techniques of persuasion
- How to prepare the client for yes: pre-suasion techniques
Exercises
- Best practices to better organize your business
- Learning to recognize the emotions of others
- Role play of business negotiation
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