Austin Dunne

Speaker Bio:
Training and coaching with direction and purpose is how Austin has been described by many of his clients and groups which have benefited from his unique style. He continues to assist many individuals gain greater success in their business and personal lives. His style of facilitation is one of interaction and fun will ensuring participants gain usable strategies to enhance their personal performance. When Austin speaks, nobody sleeps.
Presentation Title:
The psychology of selling for a sales professional
Synopsis:
What is selling
Understanding the needs of the buyer
The importance of first impressions
Understanding the needs of the seller (the motivational factors of selling)
What is selling
Selling is a transaction between two or more people that satisfies and need for all.
Understanding the need of the buyer
Most sales people “sell” by talking. To understand the needs of the buyer a sales professional need the use active listening skills.
The importance of first impressions
Here we will talk about the communication mix – words, tone and body language
Understanding the needs of the seller
Question - Why does a sales professional get up in the morning to sell?
Answer – When they have a clear understanding of WIIFM (what’s in it for me).