During my latest experience of facilitating a training on
Psychology of Sales for one of the most renowned retail houses in Dubai, ITL,
participants were excited when a role play was done. Being paired up, each
individual would get the opportunity to be a sales person who is meant to
practice some of the tools picked up during the training. Business etiquette; probing
and listening; understanding the real ‘psychological’ need; presenting with
poise, objection handling and skilfully closing. Understandably, as one of the participants
rightly quoted, sales is a business of understanding two things – logic and
numbers. Know what numbers you wish to achieve and formulate the logic to
achieve those numbers. Then you simply need to follow the logic and the numbers
will fall in place. Miss out on any one of these and you fall flat on your
face!
