Psychology of selling by Derek Hendrikz works with the sales process, rejection, objection, sales values, fear, anxiety. stephen coveys seven habits. www.derekhendrikz.com

1. Psychology
of Selling
derek hendrikz

2. Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com

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4. Physical Appearance of the Sales Person
• Dress / clothing
• Breath
• Odor / smell
• Hair (length, etc.)
• Facial hair
• Teeth
• Posture
• Accessories (briefcase, etc.)
• Jewelry
• Attitude

5. www.derekhendrikz.com
overcoming the
Mental
Challenge of
sales…

6. • Understand your fears.
• Build a positive attitude.
• Understand people.
• Understand yourself.
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Accept Yourself…

7. • Determine your scope of influence.
• Understand the power of focus.
• Understand the power of integrity.
• Understand the power of trust.
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Find Your Power…

8. • Understand that objection is not rejection.
• Become obsessed with client needs satisfaction.
• Understand the different types of objections.
• Learn the 3 steps to handling sales objections.
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Turn lemon into Lemonade…

9. Self
Image
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10. H3 Model of dealing with self-image
Head:
Becoming aware of my thoughts (what I think)
Hand:
Behaviour (what I do)
Heart:
Attitude regarding myself (what I feel)
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12. Copyright © 2008 Derek Hendrikz Consultingwww.derekhendrikz.com

13. The Primary Values of Selling…
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14. Integrity
A state of
being true to
oneself.
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15. A person who lives according to principles is a person with
integrity (values over needs).
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16. Trust
Trust is a
product of
trustworthiness.
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17. People can rely on and believe in a trustworthy person.
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18. Fear
A feeling of
anxiety or
distress caused
by the presence
of perceived or
real danger.
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19. Two Types
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Rational Fear Irrational Fear

20. Rejection
vs.
Objection
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21. The Sales Process Revised:
1. Prospecting;
2. Presentation;
3. Overcoming Objections;
4. Closing; and
5. Follow-up
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22. When working with Objections -
Remember:
• By really understanding client needs, you are already
sorting out objections.
• Sell major benefits of the product against client
objections.
• Always attempt to balance needs with product.
• Never apologise for cost, rather justify the product in
relation to price.
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23. Rejection
The act of not
wanting or not
responding.
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24. Rejection means NO! www.derekhendrikz.com

25. Objection
A feeling or
expression of
disagreement or
uneasiness.
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26. Objection does not mean no!
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27. Objection is a question looking for an answer.
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28. The Difference:
• No need or desire – Rejection.
• No money to buy – Rejection.
• Not enough information – Objection.
• Not enough motivation – Objection.
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Objection
Listen
Eliminate
Understand
Seek
Agreement
Clarify
Investigate
Options
Find
Solutions
Rejection
Accept
Move ON

30. The Art of
Framing
Attitudes
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31. Use Neuro Associative Conditioning
1
• Get Leverage
2
• Interrupt the current pattern
3
• Condition a new empowering pattern
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