How Can I Design a Sales Training Module to Understand Customer Psychology?

I am working for an auto firm where I wish to design a training module for the sales representatives of the company. In the training module, I wish to assess participants' level of customer understanding, i.e., the psychology of customers and their role in it.

Please suggest some tests.

Thank you.

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Training Module Design

1. Divide Training into Two Parts

- **Product Training:** Thoroughly teach about the product and then ask participants to do a demo or explain it in front of a group. The group should act as the devil's advocate, asking difficult questions about the product.

- **Sales Skills Training:** I suggest the role-play method. Create a panel of people who would act as customers (psychologically), then ask the executives to role-play selling the product to them. Record it and replay it in front of the executives so they can learn from their mistakes.

Regards.