Sales Psychology 101

“How to build instant rapport, trust through effective communication”

• Pacing

• Personalities

• Sales Hacks

• Client Acquisition Cycle

Sales Psychology 101

1000 Ft. View

“Regardless of your method of approach, communication is inevitable”

Sales Psychology 101

“We have to understand & realize there are reasons why people do what they do, say what they say and

react in the manner they do. Once you learn this, you can influence people in many different ways”

What is Pacing“90% of sales is first getting people to like you & respect you. People resonate with those that are

‘like’ them”

Pace TypesFAST PACE Slower Pace

Body Language

Vocal Tones

Personality Types“First step is to discover who you are & which personality mix you possess. How

you’re wired will help you understand yourself and others”

Personality TypesCholeric

Sanguine

Melancholy

Phlegmatic

Dominant

Influencing

Power

Recognition

Cautious Perfection

Supportive Harmony

• Direct

• determined

• demanding

• decisive

• strong willed

Choleric

• Not emotional

• does not cooperate with others well

Choleric Weaknesses

• Inspiring

• interactive

• impressive

• involved

• charming

• impulsive

• charming

• involved

• Party time!

• spontaneous

• Outgoing

Sanguine

• Impulsive

• inconsistent

• lout

• wears emotions on sleeves

• not good finishers

• cant keep secrets

Sanguine Weaknesses

• steady

• secure

• stable

• self sacrificing

• polite

• trust worthy

• nice

• good listeners

• no confrontation

Phlegmatic

• Push overs

• stubborn

• do not like saying not

• easily taken advantage of

• lazy

• no risk takers

Phlegmatic Weaknesses

• careful

• calculated

• punctual

• perfectionist

• intellectual

• organized

• consistent

• analytical

• want to make sure they GOT IT to prevent messing up

• logic vs emotion

Melancholy

• unsociable

• complex

• know it all

• easily discouraged

• too detailed

Melancholy Weaknesses

Personality Tip“Remember people do things

for themselves, we are inherently selfish people”

5 Quick Sales TIps“First impression is all about relatability. Your goal is to get them to your way of thinking as

quick as possible. But first them get them to like you”

#1 Smile

#2 Eye Contact

“Direct Eye contact is a form of confidence, effective listening, and interest”

#3 Firm Hand Shake

#4 Good Poster

#5 Open Stance

“Here is a stack of business cards. Pass

these out”

Wrapping it up“Remember, the more you can quickly

relate and connect with people, the quicker you can land clients & make

more money”

Homework

***For the next week, start to be more aware of the people you interact with and make a conscious

effort to identify their personality style***