Introduction
The ultimate measure of your sales success is whether people buy from you. And whether people buy from you or not is ultimately down to them and not you. Building rapport, sensitivity, integrity and influence are all more important to the successful sales person than 'tricks of the trade'.
This programme is about how buying decisions are made and how you can positively influence them with integrity.
Learning Outcomes
On successful completion of this programme participants will be able to:
Apply an understanding of decision-making, motivation and perspective to developing and presenting proposals.
Use the rules of influence to put themselves and their sales proposals in the best possible light.
Apply questioning and listening skills to better elicit needs.
Identify the difference between conscious and unconscious need and use this to expand the customer's perspective.
Prepare solutions and proposals to meet customer need and to fit their buying criteria and judgement patterns.
Use an understanding of congruence to surface the "yes but..." and possible objections, and then deal with them.
Define the operational and financial decision processes within customer's organisations to best plan sales actions.
Programme Content The Core of Human Motivation: How moving away from or moving towards drives most human behaviour
Decision Processes: Identifying the different decision processes that are likely to be applied to your proposals.
Different Perspectives: How does your proposition look, sound and feel from the perspective of everyone involved?
Mining for Need: Getting below the surface to understand the needs and wants that will fuel your sales process;
The Rules of Influence: Understand what drives influence and how to use it in an effective manner.
The Decision Matrix: Who will make which judgments on what aspects of your proposal and the proposals of others
