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Introduction to Salecology

Monday 29th June 2015 13:30 to 16:30


Why is it so easy to part with your own money, but so hard to get your customers to do the same?


There are many factors to consider when creating the perfect sales environment. Whether you are selling in the physical or virtual world, the use of psychological triggers and persuasive language can enable you to lead customer decision-making and close sales.

Incorporate these simple tricks into your sales meetings, telephone calls and presentations, and you will quickly see for yourself how powerful they can be.

How waiters increased their tips by 21% – without changing the service

The power of the follow-up: a study in the Journal of Applied Social Psychology found that waiters’ tips were 3% higher if they brought customers after-dinner mints – but increased by up to 21% if they personalised the mint-giving experience.

Illusory truth effect

The more times a person hears a statement, the truer it seems to become. It may sound simplistic but researchers consistently find that people believe statements that sound familiar over those they have never heard before. So repeating a persuasive message really does work…

We are constantly told that humans are rational beings, and that it is our ability to reason that sets us apart from the rest of the animal kingdom. Yet every day we do things for which there is no rational explanation.

In fact, research shows that we rely on rational or systematic thinking much less than we think we do. Our decision-making process is far more subconscious and instinctive, the product of reflex actions, impulses, habits, customs, fashions and hysteria.

IBP brings together insights from psychology, sociology, neuroscience and sales methodology into an integrated discipline we call “salecology”. Salecology is a super-charged set of skills that enables sales professionals to rapidly build connections with customers – and influence them to say “yes”.

Masterclass participants will learn how to:

  • Communicate in a way that appeals to the emotions of the customer
  • Manage emotion throughout the sales process
  • Influence customers’ buying decisions
  • Use perceptions and personality in the sales process


Introduction to Salecology (Afternoon Session)
Date: 29 June 2015
Time: 13:30 – 16:30
Location: London
Cost: £399 + VAT

To find out more or to book a place on the Masterclass please call us on 0207 649 9959 or complete the form below to register your interest or to book a place.


About IBP masterclasses

IBP masterclass programme offers both short and long courses across a broad range of sales disciplines. Topics include an introduction to the latest sales methodologies, the use of “salecology” to influence customer decision-making, harnessing the power of persuasion, and effective management of the sales process. Using the specialist expertise within IBP, our masterclasses are led by successful, award-winning professionals with leading guest speakers who are at the forefront of the industry. We offer hands-on, practical sessions where you will not only learn the theory behind a skill, but how to use it for maximum results in the field. We guarantee that our masterclasses will change your approach to selling, and deliver a lasting transformation in your performance.


Register your interest in this event