PSYCHOLOGY OF SALES
WORKSHOP SERIES
Sales are the lifeblood of every business. Are you and your team equipped enough to make the sale?
This module takes the time to unpack the importance of qualification in sales. Many professional salespeople do not take the time to ensure they are speaking to the right people when it comes to the buyer making the final buying decision. The art of qualification is disseminated to see exactly what is required to identify the key decision makers, how to approach them, and what motivates them. By looking at popular sales qualifying frameworks, we will start to recognize their similarities, differences and the qualifying questions universal to them all before developing our own bespoke framework to suit our individual and business’s sales needs. Touching on the Miller Heiman technique we identify the key buyer profiles and will practically explore how to deal with these different players in the decision-making process on your way to closing the deal.
Some of the topics covered are:
- How to leverage your strengths and weaknesses
- Understanding your product and the best way to sell it
- Why it’s important to be credible, and how to build trust and rapport
- The necessity of setting a failure ratio, how to be resilient and how to handle rejection
- Asking the right questions to motivate buyers, and relationship building
Who is the workshop for?
- Business owners who want to improve their sales processes and client management
- Small- to medium-sized business owners who are deliberating on hiring their first salesperson
- Salespeople who want to further their careers by understanding how others perceive them as salespeople
- Sales managers who want to give their teams tools to build and maintain strategic client relationships
- Business owners and salespeople who would like to develop their sales skills and gain confidence in a pitching scenario
Workshops in the Psychology of Sales series
- My Relationship with Me – Sell Yourself
- My Relationship with Failure
- My Relationship with My Product / Service
- My Relationship with the Client
- The Context in Which We Sell
- Qualifying
- Psychology of Closing
- Solutioning
The Topic: Qualifying
This module takes the time to unpack the importance of qualification in sales. Many professional salespeople do not take the time to ensure they are speaking to the right people when it comes to the buyer making the final buying decision. The art of qualification is disseminated to see exactly what is required to identify the key decision makers, how to approach them, and what motivates them. By looking at popular sales qualifying frameworks, we will start to recognize their similarities, differences and the qualifying questions universal to them all before developing our own bespoke framework to suit our individual and business’s sales needs. Touching on the Miller Heiman technique we identify the key buyer profiles and will practically explore how to deal with these different players in the decision-making process on your way to closing the deal.
Date: Thursday, 5 October 2023
Time: 08:00 to 16:00
Cost: R1 999.00 (incl. catering)
Venue: Raizcorp Office Sandton, Johannesburg.
Centex Close, Sandton,2196
We want this to be a very personal experience so seats are limited to 20 only
This module takes the time to unpack the importance of qualification in sales. Many professional salespeople do not take the time to ensure they are speaking to the right people when it comes to the buyer making the final buying decision. The art of qualification is disseminated to see exactly what is required to identify the key decision makers, how to approach them, and what motivates them. By looking at popular sales qualifying frameworks, we will start to recognize their similarities, differences and the qualifying questions universal to them all before developing our own bespoke framework to suit our individual and business’s sales needs. Touching on the Miller Heiman technique we identify the key buyer profiles and will practically explore how to deal with these different players in the decision-making process on your way to closing the deal.
Some of the topics covered are:
- How to leverage your strengths and weaknesses
- Understanding your product and the best way to sell it
- Why it’s important to be credible, and how to build trust and rapport
- The necessity of setting a failure ratio, how to be resilient and how to handle rejection
- Asking the right questions to motivate buyers, and relationship building
Who is the workshop for?
- Business owners who want to improve their sales processes and client management
- Small- to medium-sized business owners who are deliberating on hiring their first salesperson
- Salespeople who want to further their careers by understanding how others perceive them as salespeople
- Sales managers who want to give their teams tools to build and maintain strategic client relationships
- Business owners and salespeople who would like to develop their sales skills and gain confidence in a pitching scenario
Workshops in the Psychology of Sales series
My Relationship with Me – Sell Yourself
My Relationship with Failure
My Relationship with My Product / Service
My Relationship with the Client
The Context in Which We Sell
Qualifying
Psychology of Closing
Solutioning
This Topic: Qualifying
This module takes the time to unpack the importance of qualification in sales. Many professional salespeople do not take the time to ensure they are speaking to the right people when it comes to the buyer making the final buying decision. The art of qualification is disseminated to see exactly what is required to identify the key decision makers, how to approach them, and what motivates them. By looking at popular sales qualifying frameworks, we will start to recognize their similarities, differences and the qualifying questions universal to them all before developing our own bespoke framework to suit our individual and business’s sales needs. Touching on the Miller Heiman technique we identify the key buyer profiles and will practically explore how to deal with these different players in the decision-making process on your way to closing the deal.
Date: Thursday, 5 October 2023
Time: 08:00 to 16:00
Cost: R1 999.00 (incl. catering)
Venue: Raizcorp Office, Sandton.
2 Centex Close, Sandton, 2196
We want this to be a very personal experience so seats are limited to 20 only
Meet Your Facilitator For The Day – Darryl Price
Darryl Price is a highly experienced Raizcorp sales and marketing learning facilitator and business mentor who has walked the entrepreneurial journey himself.
He has over six years of experience in the entrepreneurial learning space and has worked with over 250 entrepreneurs. Darryl has a BCom in Marketing and a background in retail, hospitality and IT.
His personal approach is that sales is people driven – it is about more than just making money, it is also about solving a problem for your customers.
Meet Your Facilitator For The Day – Darryl Price
Darryl Price is a highly experienced Raizcorp sales and marketing learning facilitator and business mentor who has walked the entrepreneurial journey himself.
He has over six years of experience in the entrepreneurial learning space and has worked with over 250 entrepreneurs. Darryl has a BCom in Marketing and a background in retail, hospitality and IT.
His personal approach is that sales is people driven – it is about more than just making money, it is also about solving a problem for your customers.
My journey to conquering strategy – Introducing Flowcode
By Allon Raiz, CEO of Raizcorp
Between 2008 and 2012, Raizcorp grew by more than 300% on average per year. This extreme growth started to create massive strain on the business – and Allon as CEO of the business. Between 2012 and 2014, our profits began to nosedive and its growth stalled completely. If things had carried on the way they were going, I wouldn’t have had a business within one year. Something had to change.
I spent the next six months setting up meetings with every single entrepreneur I know who had scaled a business, and I obsessively read every book and watched every YouTube expert on the subject of scaling a business and business strategy.
I filled two and a half Moleskin notebooks with notes, and attempted to distil all the wisdom and lessons I was exposed to into a framework and approach that would not only allow Raizcorp to start growing again but also ensure that it would not experience this again.
You see, this was the second time in our 14-year history, at the time, that this had happened. I had also seen the same scenario play out in Raizcorp investee companies that were scaling and failing.
Flowcode was designed to provide the scaffolding needed for businesses to scale without falling into the all-too-common traps that business growth presents.
Raizcorp was the pilot for Flowcode, and since 2015, Raizcorp has more than tripled in size with relative ease and our investee companies have, on average, quadrupled in size without failing.