RELATIONSHIP AND VALUE CREATION IN SALES
How to use psychological methods in the sales and service process?
Modern sales are no longer just about numbers or closing deals. Today, true sales mastery lies in the ability to build long-term relationships with clients and deliver real value. This is the essence of successful sales – from the very first contact to fostering loyalty.
This training program will help you not only understand the sales process better but also embrace the H2H (Human-to-Human) principle, which drives success today more than B2B or B2C models.
Training Format
1. Preparation for training:
Participant questionnaires or individual interviews (to assess expectations, experience, and needs).
Practical task related to daily work (analyzed during training).
2. Training: 8–16–24 academic hours (depending on chosen format).
3. Follow-up:
Feedback questionnaire or meeting to assess changes, discuss challenges, and plan next steps.
Training Foundation
Sales process analysis – “Customer Journey.”
Metaprograms methodology and creation of personal & client metaprogram profiles (MPP).
Gestalt theater therapy methods – for experiential learning and transforming limiting beliefs.
The 7-Stage Sales Process – Guaranteed Success
This model helps salespeople:
Prepare properly for client meetings,
Lead the conversation and maintain initiative,
Clearly assess strengths and improvement areas afterward.
By following this process, all company salespeople “speak the same language,” while the client receives consistent, predictable, and professional service. The sales process consists of 7 stages. Skipping steps often results in missed sales goals.
What Makes This Training Different?
We go deeper. By using metaprogram and Gestalt theater methodologies, we not only analyze what to do in the sales process, but also how to build strong relationships and deliver value to the client.
Participants will learn to:
Recognize and transform limiting beliefs,
Apply the metaprogram method – understand differences in thinking styles, and “speak the same language” as clients,
Create personal and client metaprogram profiles,
Develop charisma and expand their inner potential,
Apply Gestalt theater therapy methods in practice – through role-playing, test new behaviors, unlock creativity, and become aware of their strengths.
The essence of theater methods is not only to hear the theory but to try it out in practice – turning old reactions into new opportunities and making behavior conscious and effective.
Training Wrap-Up
Through self-reflection and discussions, participants will answer 7 key questions:
What do I avoid at each stage of the sales process?
Which situations do I tend to skip?
Where am I not using my full potential?
Which limiting beliefs are holding me back?
How can knowing the client’s MPP help me move through the process successfully?
Each participant will analyze real cases from their own clients and receive clear strategies to improve communication, achieve better results, and create greater value at each stage.
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