Our Online University mirrors the buyer’s journey by illuminating
The Psychology of Persuasion reveals the science behind how buyers decide with emotions and then justify with logic. The psychology identifies the specific emotions that establish trust, create urgency, and generate prefrence.
The 12 Triggers of Persuasion explain the skills that every seller needs to move buyers down the sales funnel and through the buyer’s journey. Salespeople will learn the skills to trigger the emotions that lead prospects into buying decisions.
We’ve tranformed the sales process to match the new buyer’s journey. Unlike a legacy sales process of “Prospect, Demo, and Close,” Program on Persuasion provides tools to help salespeople customize sales activity to match the buyer’s context.
PoP University contains seven lessons. Each lesson includes the following elements.
- Instructor-Led Training Videos: These videos (28 total) deliver and demonstrate the content of the lesson.
- Course Content: The content presents the lesson in written form, for clarity and comprehension. It works as a supplement to the videos, and helps for easy reference to the material.
- Learning Objectives work as an index and set your goal; the objectives provide the checklist that ensures you are on track for success.
- Additional Reading and Resources suggest further reading in areas of interest and potential expertise.
- Quizzes for Comprehension at the end of each module ensure you meet the learning objective and that your training is effective.
Sales Coaching and Accountability Sessions
The University provides flexibility of scheduling as you learn at your own pace and individualized support when you want it. Additionally, once you complete the 7 lessons you will join a small mastermind group for 6 weekly sessions to fine-tune your process.
Mastermind Sessions provide the structure to goal achievement by holding you Accountable for your commitments and providing personal Coaching using our STAC process:
We establish Strategic Objectives for each step of the sales process.
We provide you with the Tactics that you will need to personalize to your buyer’s context.
We will help you stay Accountable to the lead indicators that will move the goal. This commitment is needed to generate the momentum for lasting results.
PoP provides the Coaching to help you optimize your process that fits best with your buyers.
The Program on Persuasion University will give you the methodology, curriculum, and coaching you need to guide the sale from start to finish.
Introduction to the Three Pillars of Persuasion
Maps the sales process, the overall journey, and the final destination.
The Psychology of Selling
The Mindset: Learn which emotions to evoke in the prospect at each stage of sales maturity.
12 Triggers of Persuasion
The Skillset: Discover the skills with which to elicit the prospects emotions and decision-making.
Establish Trust and Build Rapport
The First Tool: Illustrates how to establish trust and build rapport through the Education-Based Briefing.
Creating Urgency With Discovery Questions
The Second Tool: Create urgency through asking specific types of questions at the correct times.
How to Generate Preference
The Third Tool: Gain preference through differentiation and validation, craft a proposal.
How Do You Execute?
Bring It All Together: Act on core activities, measure your success, and hold yourself accountable.