With Neuro-sales: Sell to Your Customer’s Mind You will understand customers’ thoughts and behaviours and how they influence their purchasing decisions; you will learn the techniques of communication and you would develop skills from listen y empathy which will help you apply the most effective sales strategies, taking into account your customers’ needs and emotions. You’ll learn techniques related to the neuromarketing y neuro-sales, which will enable you to meet your sales targets effectively. You’ll also learn about the different types of sales, which will help you adopt a different approach for each sales situation and draw up a plan to sales tailored to each client in order to achieve business objectives.
Sector-specific
Retail
35 hours
Neuro-sales: Sell to Your Customer’s Mind
Retail
35 hours
Introduction
Objectives
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Understanding how programming can help us neurolinguistics and emotional intelligence in sales.
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Explain the fundamentals and the methodologies used in the neuro-sales.
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To analyse the neurocommunication on sale.
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Carry out both forecasts and in-depth analyses of sales and the factors that influence them.
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Understanding how the sales in relation to the market.
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Learning the types existing sales.
Table of Contents
TEACHING UNIT 1. NEUROLINGUISTIC PROGRAMMING
1. What is NLP?
2. Phases of NLP
3. Conventional sales beliefs
4. The seller’s initial projection
5. Customer image
6. NLP strategies in sales
TEACHING UNIT 2. CONSUMER PSYCHOLOGY
1. Consumer psychology
2. Consumer motivation and persuasion
3. Emotions in purchasing behaviour
4. Predicting purchasing behaviour
TEACHING UNIT 3. ANALYSIS OF THE PURCHASING BEHAVIOUR OF CONSUMERS AND ORGANISATIONS
1. The study of purchasing behaviour: characteristics, scope and interrelationships with other disciplines
2. Factors influencing consumer purchasing behaviour
3. Types of purchasing behaviour and stages in the purchasing process in consumer markets
4. Organisations’ purchasing behaviour: determining factors, types of behaviour and stages in the industrial purchasing process
TEACHING UNIT 4. TYPES OF CONSUMERS AND MARKET SEGMENTATION
1. Types of Consumers and Market Segmentation
2. Neurosegmentation
3. Digital Consumers and Digital Consumer Behaviour
4. Demand in strategic neuromarketing
5. Demand analysis techniques
6. Main types of neurotransmitters and their effect on the consumer
7. The Neuromap: PAIN, CLAIM and GAIM
TEACHING UNIT 5. NEURO-SALES AND ITS FUNDAMENTALS
1. The Ps in neuromarketing
2. Principles and methodology of neuro-sales
3. Neurocommunication in sales
4. Product-service strategies
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