SLS: The Psychology Of Selling Workshop

In this unique workshop we explore the psychology of selling from three different perspectives.

The Persona of Top Salespeople
Steve W. Martin has conducted extensive research on the attributes of top salespeople and he has interviewed thousands of top sales professionals. His findings show that the personality, verbal acuity, and the concept of situational dominance play critical roles in determining a salesperson’s success. In this workshop you will be able to test and compare yourself to sales overachievers.  
 
Buyer Sales Psychology
For a moment, put yourself in the position of your customer who is going to meet with multiple salespeople and listen to their company presentations. This session reveals how to influence the true decision maker… human nature, and the people, personalities, and politics of evaluator decision making. Understand how buyers perceive the sales salespeople they meet with and what selling style they prefer. Learn how different company departments and vertical industries make buying decisions.

The Psychology of Selling to C-Suite Executives
Today, it takes a comprehensive linguistic strategy to winover C-level executives. A strategy that enables a salesperson to differentiate him or herself from the competitors through Strategic value, Operational value, Political value, and Psychological value. The salesperson's most important competitive weapon is his or her mouth, and the winner is the salesperson who uses words that reduce the customer's doubt, eases his fear, and fosters fantasies. That's why it is critical that salespeople master sales linguistics, the study of how the customer's mind uses and interprets language. 

Meet the Speaker 



Steve W. Martin transforms sales organizations through his sales effectiveness consulting, training, and research. He’s worked with over 300 companies including Google, PayPal, IBM, and HP. He’s helped over 150,000 salespeople become top revenue producers. Steve is the foremost expert on “Sales Linguistics,” the study of how salespeople and customers use language during the decision-making process.
 
Steve is a noted sales researcher who has written thirty-five Harvard Business Review articles on top salesperson performance, high performing sales organizations and buyer decision-making behavior. He is the author of six books on the human nature of complex sales and his latest book is titled Sales Strategy Playbook: The Ultimate Reference Guide to Solve Your Toughest Sales Challenges. Steve teaches the Art and Science of Sales at the University of Southern California Marshall Business School MBA Program.  

A former Silicon Valley Sales leader, Steve was SVP of Sales for the fastest growing cloud application company and the third fastest growing technology company in North American as ranked on Deloitte's Technology Fast 500.