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The method
The method
psyselling is a psychological communication and training concept for sales. It draws several psychological disciplines together into instruments that work in everyday professional life.
Core idea
Selling is a psychological process.
Buying and selling decisions are not purely rational. They are shaped by motivation, prior experience, perception and relationship — on both sides of the table.
psyselling starts there. It treats selling as a skill composed of several sub-skills, and provides instruments for each of them that can be learned and repeated in daily work.
It deliberately works against fear-driven performance pressure. People who sell under pressure sell worse — and do not last. Intrinsic motivation is therefore not a side benefit of the programme but its precondition.
Foundations
What the method draws on.
psyselling draws on several psychological disciplines. From each it takes what can be translated into a practically usable instrument.
Motivational psychology
Where drive comes from, why it disappears, and under which conditions it stabilises.
Perception psychology
How messages are received, filtered and interpreted — and what that means for your own language.
Learning psychology
How one-off understanding becomes lasting capability. Repetition is not an add-on in psyselling; it is the core.
Cognitive psychology
Which thought patterns pre-structure a conversation before the first word is spoken.
Behavioural psychology
How to recognise unhelpful habits and replace them with better ones.
Positive psychology
Why satisfaction and performance in sales are connected — and what organisations gain from that.
DDDr. Karl Isak groups this cross-disciplinary approach under the term mental psychology: a meta-perspective concerned with thinking and the actions that follow from it.
Instruments
Three tools that stay with you.
SMARTIES+2
A goal-setting method that goes beyond the usual frameworks. Goals are formulated so that they genuinely direct behaviour — not just so they read well in an appraisal.
LAKWALD
A structured way of identifying buying motives and picking them up in conversation. It turns good listening into a repeatable technique.
Mental-Psychological Interventions
Autosuggestive exercises for inner orientation, developed by Karl Isak. Provided as audio files so that they fit into a working day without effort.
Positioning
What psyselling is not.
psyselling is not an esoteric concept and not a theory of manipulation. It is not about getting people to do something that does not serve them — in business that works once at most.
Nor is psyselling a promise of particular revenue figures. What the programme delivers are skills and instruments. What comes of them depends on market, product, organisation and, not least, on your own practice.
psyselling is a training and professional development offering in sales and communication psychology. It is not psychotherapy, not clinical psychological assessment or treatment, and not medical treatment. No particular commercial outcome is promised. More on this
The method in practice.
In the online programme you work with all three instruments on your own examples.