Clients Behavior and Psychology for Successful Selling
Clients Behavior and Psychology for Successful Selling
Course overview

Course overview

Do you want to know how your customers are thinking? We believe the answer is “yes”. Any commercial or non-commercial entity clearly benefits when it understands its customers’ needs and wants. Knowledge of various consumer behaviour psychology factors makes you ready for market challenges and enables you to achieve your sales targets in combination with customer satisfaction.

This Atton Institute course helps participants rethink their definition and approach to Successful Sales, understand why people buy and how they make decisions, and what actually motivates customers to make purchases and become your loyal clients. The training includes a wide range of practical techniques and tactics that are ready to be implemented immediately to boost sales. Selling something just once per customer at any price is not an effective approach for today’s markets. Thinking long-term and achieving a stable flow of clients and great sales performance – this is what this course is targeting.

Besides the highly practical and useful techniques mentioned above, the course also covers particular consumer behaviour and psychology topics, such as:

  • Key components of successful sales process flow
  • Psychology of why and how people make buying decisions
  • Modern behaviour of customers and why it is changing
  • Psychological techniques to significantly boost sales and retention rates
  • Expert communication skills to achieve superiority in sales
Course Content

Course content

DAY ONE

  • The most Essential Component of an effective Sales Process
  • Definition of Successful Sales – what it really means for the Sales Team
  • Understanding the Consumer’s Buying Decision-Making Process
  • Creating Additional Value for your Product or Service in the Client’s Mind
  • Key Facts of: success or failure in Sales and Psychological Behaviour
  • Realities you should accept to achieve success in Sales

DAY TWO

  • Buyerology – understanding the scientific Term with a Clear Approach
  • Your behavioural style – understand and adapt your strengths and weaknesses
  • The Psychology and Behaviour of Modern Buyers and shifting Trends
  • The influence of the Internet – its significance and how to benefit from it
  • Best expert advices on how to be ready for forthcoming changes
  • Mastering the Art of Influencing and Selling for a Winning Strategy

DAY THREE

  • Psychology of Selling as the tool to Increase Overall Sales
  • Psychological Master Keys to increase revenue via Sales Psychology
  • Core Selling Skills which you need to Develop to reach Excellence
  • Exploring the characteristics Great Salespeople have in Common
  • Handling Objections and Negotiations from a Psychological point of view
  • Top Tips and your personal Action Plan after the Masterclass
What will you gain

What will you gain

Upon completion of the course, you will gain the skills and knowledge on how to:

  • Boost your competence in sales and increase sales results
  • Understand the psychology of selling to improve your level of success
  • Get great opportunities for career development with the gained skills
  • Master the influence of personality and how to sell to different people
  • Build client relationships based on extensive knowledge of psychology
  • Comprehend how sales psychology affects you and the buyers
  • Read and use non-verbal tools to enhance your communication skills
  • Study how to anticipate and manage customers’ behaviour and objections
  • Discover the benefits of psychology for professional development
  • Know the skills and abilities the most successful salespeople possess
  • Improve your overall negotiation skills and know what your clients think
FAQ for Internal Part of the Courses:

FAQ

We use the best and latest educational praxis. All of our courses and trainings are designed using our unique Atton LPI Learning Methodology© which guarantees the delivery of extensive knowledge over a short time period with an easy-to-understand approach. All course materials are absolutely unique and are the combination of fundamental and systematic knowledge, practical studies and real-life implementation elements.

We deliver in our 2- and 3-day trainings knowledge and skills which are commonly delivered over a much longer period of time – thus truly saving our participants time and money.

Each course has a comprehensive description and content breakdown, which means you can easily check how a certain training may fit your expectations and requirements.

If your aim is to obtain the most wide-ranging overview in a certain area of expertise, we commonly suggest that you choose one of our popular trainings in the relevant category. The popular trainings cover the widest scope in each area and for this reason they are greatly valued by our participants.

If you need help in choosing the best course for you, please get in touch with our STUDENTS SUPPORT DEPARTMENT.

There are various payment options – cheque, cash, and bank transfer. It is essential to note that the earlier you register, the larger the applicable discount on your admission fee.

For details on the available discounts and special training admission fees, please see the section “Course fees and discounts” on the course page.

Each course participant obtains the Atton Institute Course Completion Certificate, which is protected by means of several authentication elements. Each Atton Course Certificate can be additionally verified by contacting our administrative office or via the special online authenticity check system on our website.

Professional, up-to-date expertise is one of the most powerful elements of success in the modern business and career environment.

Our Courses and Trainings are highly useful for business owners, management and employees at all levels and provide, in a highly effective way, current and solid professional development qualifications and skills combined with practical real-life essentials.

  • Choose your course (feel free to get in touch with us for support).
  • Select the desired date and location of the course.
  • Proceed with course registration (online or via e-mail or phone).
  • Upon registration, you will receive invoice to finalize the registration.
  • Upon payment of the Admission Fee, your course registration is completed.

Each training is repeated a certain number of times over the year, and thus you have the option to choose the most suitable date for you. If you wish to benefit from the option of a course fee discount, be sure to register in advance.

Course Content

Key facts

 

Course code:
PB-2172

 

Duration:
3 days

 

Admission requirements:
None

 

Note:

 

Endorsement:
Certificate upon successful completion

Course schedule sample one day

09:00 AM  -  10:30 AM  -  First Training Session
10:30 AM  -  10:45 AM  -  Coffee Break
10:45 AM  -  12:15 PM  -  Second Training Session
12:15 PM  -  1:15 PM  -  Networking Lunch
1:15 PM  -  2:45 PM  -  Third Training Session
2:45 PM  -  3:00 PM  -  Coffee Break
3:00 PM  -  4:30 PM  -  Final Training Session
4:30 PM  -  5:00 PM  -  Day Summary and Q&A
Fees & whats included

Fees & what is included

Early bird 65 days before course start date Early bird 40 days before course start date Regular Course Fee
USD 2,790.- USD 2,990.- USD 3,300.-
  • For early registrations special prices apply as outlined above.
  • The regular, special and early bird courses fees include the applicable 5% VAT.
  • Companies - register 2 participants for the same course and date and get one place free.
  • Only one type of discount can be applied to the same course & date registration.
  • For larger corporate clients there are special packages. Contact us for details.

At Atton Institute we do our best to ensure that all our courses and trainings are provided with the highest industry standards, are time efficient and praxis related, and bring the best education results. Our courses have the most up-to date info and secure the excellent course fee to value ratio quality.

Course Fee Includes

  • Extensive Workbook with Course Materials
  • Handouts and other Supporting Materials
  • Practical Examples and Various Case Studies
  • Quick Reference/Top Tips Guide
  • Professional & Experienced Instructor
  • Accelerated and Intensive Learning Techniques
  • Relationship Building within Course
  • Post Course Action Plan
  • Index of Additional Suggested Materials
  • Course Completion Certificate
Free Valet Parking
Coffee Breaks
Lunch
Free WIFI access

Course certificate

Image for: Atton Institute Certificate

When would you like to start

23 Oct 2018, Dubai, UAE Register Now
03 Dec 2018, Singapore Register Now
17 Feb 2019, Dubai, UAE Register Now
18 Jun 2019, Singapore Register Now
10 Sep 2019, Dubai, UAE Register Now
03 Dec 2019, Singapore Register Now
22 Dec 2019, Dubai, UAE Register Now
Participant insights

Participant insights

The course was highly beneficial for my job and career. This info will clearly give me the great support for my day-to-day tasks.
Muhammed A. (Senior Auditor)Auditing Company, Dubai.
What I have learned in the course was exactly what I was looking for. Highly clear and pragmatic with perfect guidelines on how to use it at my work.
Antony S. (Manager) Drilling Equipment Company, Abu Dhabi.
A very useful course that provided new insights in the customer behavior and definitely would help me with my communications with customers.
Mario A. (Business Owner) Boutique Shops, Dubai.
Great thanks – one of the best courses I have made.
Brian G. (Projects Coordinator) Events Management Company, Ras Al Khaimah.
Exciting and inspiring course. Helped me to see things differently and re-organize our customer service department.
Abbas H. (Company Manager) Project Engineering, Muscat.
Would really suggest the training to any professional who is in charge of customer care.
Jane A. (General Manager) Real Estate Company, Dubai.
The time spent at course was really enjoyable and useful. Easy to understand and I used part of knowledge the next day after training.
Samira K. (Sales Team) Car Rental,Abu Dhabi.
Was the real great overview on what I shall do to improve in the Customer Service in my business.
Syed H. (Company Owner) Data Storage Solutions, Dubai.
The info I received on the course is the surprise for me. Never though of such simple techniques which help to handle difficult customers conversations.
Gabriela H. (Manager) Call Center, Sharjah.
The training I have chosen was very useful and informative with a number of very useful points. Was well explained by the trainer.
Colin G. (General Manager) Safety Equipment, Riyadh.
The program was very explanatory and gave me a lot of points to re-think. Would sure make a difference to my work approach.
Gabriela Y. (Supervisor) Call Center,Kuwait.
Would recommend to my team members to attend the same course. It would positively help me to do my job better.
Udo C. ( Department Head) Heavy Machinery Maintenance, Abu Dhabi.
The time spent at the course was the excellent investment – a lot of useful and practical info. Exactly what I was looking for.
Idul R. (Supervisor Sales) Construction Materials,Umm Al Quwain.
It was great idea to join such training. Would be a definite backing in my career development. Thinking of taking more courses – on other subjects.
Cristina R. (Sales Coordinator) Retail Company, Dubai.
The training was a great mixture of information and practical aspects. The instructor was highly professional and the course was organized the excellent way.
Samaa J. (Projects Manager) IT Solutions, Oman.
I really liked the scope and the style of the training – very friendly, a lot of communication and highly informative.
Stefan L. (Client Relationships) Insurance Company, Doha.
It was a great idea to join such training. All members of our team shall complete it. A lot of new points and useful hints.
Burcu W. (Marketing Head) Corporate Banking, Abu Dhabi.
Was really pleased by the content of the course and qualifications of the instructors. Got a lot of useful points for my business.
Marty Z. (General Manager) Travel Company, Dubai.
Great trainer and perfect information materials. Was really worth to attend. A lot of insights and ideas on how to improve job performance.
Daniel D. (PR Officer) Private Hospital, Muscat.
As we were in the process of restructuring of our call center this training was just perfect for the time. Remarkable and valuable suggestions and solutions.
Joselito B. (Marketing Department) E-commerce, Dubai.
The course was very beneficial and practical for my duties. Handling complicated customers from now on would be easier. Great instructor. Perfect training venue.
Amira Z. (Sales Manager.) Designer Apparel, Abu Dhabi.