Cognitive Sales: The Persuasion to Purchase Experience
This comprehensive experience on cognitive sales covers three key factors:
Presentation & Environment, Buyers & Sellers, and Closing & Follow-Up. Each section will explore subtopics such as objections, discovery, heuristics, temptation, cognitive processing capacity, time pressure, reactance theory, competition, power words, detrimental words, closing techniques, negotiating and how to increase the margin on each sale. This training experience and role-playing exercise is 90-minutes in length using visual aids and easily understood methods for improving sales.
What are the requirements?
This training experience does not require any special skills or prior experience. Since selling is a basic fact of life, honing these skills for the professional is an important aspect to stay at the top of their field. However, it is also important for you to fully grasp the concepts of how you are perceived by a sales person and use those same skills to improve your ability in dealing with personal or business relationships.
What am I going to get from this course?
By attending this training experience, you will be able to refine your skills, create useful habits, improve your style, maximize efforts, remove doubts on contrary sales methods and add confidence to your abilities. We use the natural habits of human nature and evidence-based psychology to find a prospect, understand the motivation and create a sale. For those in the beginning of their career, a comprehensive understanding of the entire sales process will guide them to a more confident approach to each prospect, and hence derive a far better closing ratio.
Selling is a natural act common to all human affairs. You’re involved in trying to persuade another person to either do or not do something on a daily basis. Most of the time it’s just a simple request, but occasionally the task becomes more complex. Understanding cognitive processing and how the mind is motivated to process information that aid in the fulfillment of that desire is at the heart of selling. Having a simple, yet organized template for uncovering anyone’s motive for almost any purpose is demonstrated in this course.
The objective here is to teach you lifelong skills that will help increase your ability to close any type of sale, improve your chances of succeeding in an ever increasing competitive marketplace, and help you gain confidence in your personal life by identifying, understanding, and interacting with the four major personality types. Once you learn the skills, improving your ability to close a sale will only increase your income and create lifelong prosperity.
What is the target audience?
The knowledge shared in this experience isn’t for everyone. This would be more easily absorbed for someone with a sales background; however, Michael Barbera is motivated to teach you as long as you are motivated to learn.
About the Presenter: Michael Barbera
Michael Barbera is a Fortune 50 consumer psychologist and strategy consultant, angel investor and award-winning business strategist. He is a business psychologist who is involved in both practical and academic endeavors. His areas of practice are consumer behavior, consumer emotions, social psychology, decision-making, brand management, and marketing and long-term business strategies. Michael is currently employed as the CEO of Barbera Solutions. His clients can be found on the Fortune 50 list, ABC’s Shark Tank and Bravo’s Million Dollar Listing. In 2015, the White House recognized Michael for his contributions to entrepreneurship. This work includes development and validation of consumer emotions, consumer behavior, product placement, consumer interaction and business growth strategies. Michael is a member of the APA, SIOP, SJDM and the National Speakers Association, and is currently completing a PhD in Business Psychology. He has a BS in Business Administration and two MBAs: entrepreneurship and executive management.