12 Sales Techniques 11 Scientific Topics Graham Hulsebos

The foundation: Selling is asking, not telling

Selling isn't about talking, it's about directing. My method rests on one unwavering foundation: selling is asking, not telling. Whoever asks, loses; whoever asks, controls.

My method is an exact science: 30 years of experience translated into 12 techniques and 11 scientific disciplines. No coincidence, but complete control over your results by combining the laws of biology and psychology with the international forefront.

Circle of success: testing, customization & assurance

Result through a closed system:

Test: Commercial baseline measurement and analysis of the current level.
Customized: Training specifically tailored to your market, product, and DMU.
Securing: Indestructible anchoring through my AI Sales e-learning , assessments and the 5-step plan.

The 12 sales techniques

Your tools to technically guide every process based on the foundation and monitor margins:

1. ORDER selling model: The psychological structure of every commercial conversation.
2. Sales cycle & portfolio management: Process control and strategic ROI segmentation.
3. Consultative selling: Take control through expertise; you become the only logical partner.
4. Strategic questioning methodology: The essence of 'selling is asking, not telling'; uncovering the real pain by asking the right questions.
5. Upgrade technique: Technically increasing the initial value of the purchase.
6. Upselling: Selling a more luxurious version to improve customer results.
7. Cross-selling: Strategically adding relevant extras that strengthen the total solution.
8. By the way technique: Generate additional turnover at the crucial psychological tipping point.
9. 3 Closing skills: Razor-sharp skills to force the decision at the right time.
10.7 Yes technique: Confirmation and margin monitoring through gradual approval.
11. Ambassadorship: Maximum retention and aftercare through my unique 5-step plan.
12. Blackbook: System for strategic information advantage and personal interfaces.

The 11 scientific topics

Master the invisible forces that trigger the customer's physiological "yes":

Intonation: Exude confidence and authority through appropriate resonance and voice usage.
Endorphins: The biology of favoritism; lowering resistance through positive physiology.
DISC: Psychological profile analysis to immediately adjust your communication style.
Vitality: The direct correlation between physical fitness and mental acuity at the negotiating table.
Power Poses: Using Body Language to Regulate Hormone Levels (Testosterone/Cortisol)
Focus: Neuroscientific concentration to maintain 100% control over the process.
Urgency: Psychological action triggers that prompt the brain to take immediate action.
Dosage: Prevent cognitive overload by providing information strategically.
Recency effect: The power of the last impression; technically controlling how you are remembered.
Neuromarketing: Tapping into the instinctive 'reptilian brain' for decision-making.
Behavioural Economics: Understanding and Managing Irrational Customer Choice Processes.

Flexible delivery & customization

My method is universally applicable and is delivered in the format that suits your ambition:

In-company: Fully tailored to the specific challenges of your organization.
Dedicated: Intensive, tailor-made programs for selected focus groups.
Individual 1-on-1: Maximum depth and personal guidance for individual professionals.
Classroom: Personal interaction and training at high-quality locations.
Virtual online: Interactive live sessions with the same depth as on-site.
E-learning: 24/7 access to all scientific modules for crucial assurance.

Laws of the trade: rules for the professional

Success in sales is not a coincidence, but the result of strictly following the rules:

10 Basic Rules: The fundamental laws that every sales professional must apply every day.
6 Guiding Rules: The strategic frameworks for managing complex decision-making processes.