Target Audience
Account Representatives, Sales Managers, Consultants, and others who use sales or persuasion as an important part of their work.
Course Objectives
- See the role of “sales person” as helping the customer make wise purchase decisions, not as one of convincing them to buy. Research has shown that customers will convince themselves when they like and trust the sales person.
- Build a strong enough relationship to increase customer loyalty and commitment, which is central to repeat business and obtaining referrals.
- Learn a framework for quickly qualifying and serving customers’ true wants & needs
- Use NLP to expand on participant’s natural competence at selling and learning
- Create and trigger a positive association about their company in the customer’s mind
- Increase verbal and non-verbal rapport skills
- Increase persuasiveness and ability to handle resistance and objections, verify information for accuracy and completeness, negotiate win-win agreements
- Tailor sales presentations to the prospect’s individual decision-making strategy
Course Contents
- Current Client Interactions
- Building Rapport through “Pacing” (behavior aligning and matching)
- Identify Client’s Needs and Wants
- Qualify the Client
- Identify the Client’s Decision-making Strategy
- Verifying Objectives
- Presenting the Offer
- Integration and Learning Plan
Course Length
12-18 hours total classroom time
Delivery options: (a) 1-1/2 to 2-1/2 day intensive, or (b) 3-5 half-day sessions
