Inhalt: When you combine an understanding of the psychology of persuasion and personality styles, sales success will come more quickly and more often. This course covers basic psychology concepts that make it easier for potential customers to say yes to you, including four key personality types and ideas for working successfully with each. Learn how to treat people in ways that communicate respect, tailor your delivery to their unique personality style, and ultimately, close more sales. Umfang: 00:43:44.00
Inhalt: To maximize the investment in training and improve employee performance, follow-up is key. Regular coaching is a simple way to connect with employees and increase their productivity, job satisfaction, and engagement. Join Brian Ahearn for this course, which provides a variety of tools and techniques to build a coaching culture at your organization. Learn what traits you need to develop to be a successful coach, and how to implement methods such as positive intent, timely feedback, and respectful candor. Discover how to address challenges, and explore some more innovative ideas that can expand the possibilities of traditional coaching, including eliminating the annual review and encouraging employees to set both personal and professional goals. Umfang: 01:08:33.00
Inhalt: Saber cómo pensamos y nos comportamos es fundamental para dominar el arte de la persuasión, y además, es un ingrediente esencial para cerrar cualquier venta. En este curso, Brian Ahearn se basa en el trabajo de los psicólogos sociales y los economistas del comportamiento para proporcionarte medidas y técnicas concretas que puedes aplicar en cualquier fase del proceso de ventas. Empezaremos aprendiendo los ocho conceptos psicológicos que puedes aprovechar en el flujo de ventas: la reciprocidad, la simpatía, la influencia social informativa, la credibilidad, la coherencia, la privación, la comparación y los motivos. Luego, descubriremos el papel que juegan estos conceptos en las primeras etapas del ciclo de ventas, y cómo pueden ayudarte a identificar las cualidades de tu cliente ideal, a hacer presentaciones, a manejar las objeciones, a negociar, a cerrar ventas y pedir recomendaciones. Por último, descubre cómo ampliar cada venta y perfeccionar tu modelo de manera continua. Umfang: 01:00:03
Inhalt: Coaching is quickly replacing the performance review in most forward-thinking companies. Persuasive coaching teaches you how to incorporate basic psychological concepts throughout the coaching process to ensure a better, more effective coaching relationship. In this course you can learn core coaching skills, review the coaching process, and understand the psychology of persuasion. Instructor Brian Ahern provides tips to build relationships, enhance trust with your employees, and use feedback and accountability measure to enforce positive behavior changes. Case studies peppered throughout the course show you how to apply those skills in the coaching process. Umfang: 00:43:07.00
Inhalt: Understanding how people think and behave is key to the art of persuasion-and any successful sale. In this course, Brian Ahearn draws on the work of social psychologists and behavioral economists to provide concrete, actionable items for 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. Umfang: 00:59:49.00
Inhalt: Entender como as pessoas pensam e se comportam é fundamental para dominar a arte da persuasão e é um ingrediente essencial para qualquer venda bem-sucedida. Neste curso, Brian Ahearn utiliza o trabalho de psicólogos sociais e economistas comportamentais para fornecer informações concretas e práticas, além de ideias facilmente aproveitáveis em cada estágio do processo de vendas. Para começar, aprenda quais são os oito conceitos psicológicos que você pode empregar em todo o fluxo de trabalho de vendas: reciprocidade, simpatia, aprovação social, autoridade, coerência, escassez, comparação/contraste e porquê. Em seguida, entenda o papel desses conceitos nos estágios iniciais do ciclo de vendas e saiba como eles podem ajudar a perceber as qualidades do seu cliente ideal, fazer apresentações, tratar de objeções, negociar, fechar a venda e pedir indicações. Por fim, saiba como crescer com cada venda realizada e continuar aperfeiçoando sua abordagem. Umfang: 01:00:18
Inhalt: Zu verstehen, wie Menschen denken und handeln, ist entscheidend, um zu überzeugen, und wichtiger Bestandteil erfolgreicher Verkäufe. In diesem Kurs greift Brian Ahearn auf die Arbeit von Sozialpsychologen und Verhaltensökonomen zurück, um konkrete, nutzbare Elemente und Ideen zu bieten, die auf jede Phase des Verkaufsprozess angewendet werden können. Zu Beginn lernen Sie die acht psychologischen Konzepte kennen, die Sie im gesamten Verkaufsprozess anwenden können: Gegenseitigkeit, Sympathie, sozialer Beweis, Autorität, Widerspruchsfreiheit, Knappheit, Vergleichen/Gegenüberstellen und "weil". Anschließend lernen Sie die Rolle dieser Konzepte in der frühen Phase des Verkaufszyklus kennen und erfahren, wie sie Ihnen helfen können, die Eigenschaften Ihres Idealkunden herauszufinden, Präsentationen zu geben, mit Einwänden umzugehen, zu verhandeln, abzuschließen und nach Empfehlungen zu fragen. Zuletzt lernen Sie, wie Sie aus jedem Verkauf etwas lernen und Ihren Ansatz kontinuierlich verfeinern. Umfang: 00:58:33
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