RELATIONSHIP AND VALUE BUILDING IN SALES

How to Apply Psychological Methodologies in the Sales & Customer Service Process?

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Training Program Format:

1. Preparation phase – Homework for participants:

• A questionnaire or pre-training meeting (to clarify participants’ expectations, needs, experience, etc.);

• A practical task related to their specific role (this task will be analyzed during the training).

2. Training sessions (8 – 16 – 24 academic hours).

3. Feedback stage – a questionnaire or follow-up meeting (to gather participant feedback, identify any arising challenges, and plan further development steps).

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The training program is based on:

• The sales/service process as a Client Journey – its experience and analysis;

• Metaprogram methodology and development of Metaprogram Profiles (both self-profile and those of key clients);

• Gestalt theater therapy principles.

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The Client Journey in Sales Helps the Seller/Service Specialist to:

• Better prepare for meetings with clients;

• Maintain initiative during interactions;

• Reflect after the meeting to pinpoint strong areas and areas needing improvement.

By following this structured sales process, all sales/service professionals in a company can “speak the same language,” ensuring predictability and consistency for clients across all touchpoints.

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The process consists of 7 stages. These steps ensure sales are conducted smoothly and precisely. If the steps are skipped or done out of order, sales goals are unlikely to be achieved.

 

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In This Training:

Thanks to Metaprogram and Gestalt Theater methodologies, we’ll explore the Client Journey in sales/service at a deeper psychological level.

Today’s successful salesperson or service professional doesn’t just master B2B or B2C — success depends above all on embracing H2H (Human to Human).

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We will focus not only on what and how to do at each stage of the sales process but, more importantly, on how each step contributes to building Relationship and creating Value for the client.

 

We will also:

• Explore personal mindsets (both limiting and supportive). A key part: identifying limiting beliefs and transforming them into empowering ones;

• Dive into the Metaprogram methodology — how do we think, how do our clients think, how do we differ, and how do we start “speaking their language”?

• Create our own and our clients' Metaprogram Profiles (MPPs);

• Practice calibrating the client and building rapport (a strategy for effective communication);

• Work on developing personal charisma and expanding internal limits;

• Apply Gestalt Theater Therapy methods practically – because it’s not enough to talk about creating relationships and value; we must act. In Gestalt, the goal is to close unfinished experiences (old patterns) to make space for new awareness. The theater creates a safe, fiction-based space free of societal taboos and moral restrictions, allowing one to embody different versions of the self. Through role-play, we apply the tools presented during training, while the trainer’s question, “What does this say about you?” helps to integrate these theatrical experiences into real life.

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At the end of the training, through self-reflection and group discussion, participants will be invited to answer 7 essential questions:

1. What do I avoid at each stage of the sales process?

2. What situations do I tend to bypass?

3. What opportunities am I not taking advantage of right now?

4. Where am I not using my full potential?

5. What limiting beliefs are hiding behind these avoidance patterns?

6. What can I start doing now to change the situation?

7. How can understanding a client’s Metaprogram Profile (MPP) help me move through each stage of the sales process more effectively?

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Training will focus on practical case studies and real clients:

We’ll analyze how to improve communication with specific clients at each stage of the sales process to achieve better outcomes that build stronger Relationships and Value.