Introduction
The Psychology of Client Decision Making
The Manager as Coach
Leading with Emotional Intelligence
Emotional Intelligence in Selling
Business Breakthroughs
The Art and Science of Selling
Attitude and Action for Achievement
Building a Positive Workplace
Program: The Art and Science of Selling
This sales training program focuses on the application of emotional intelligence to influencing the thinking, feeling and behaviours of buyers to increase sales volume and margins.
Overview
Understanding how emotions have a major influence on how and why people buy is a paradigm shift away from traditional sales presentations. It focuses on how to take the buyer through the decision making process by using questions that will influence their emotions and behaviour. The questioning strategy builds the perceived value of the product and service in the buyer's mind and increases sales conversion ratios and margins.
Key Content
Understanding how and why people make decisions to buy
How to influence the emotions and motivation of the buyer
Uncovering the buyer's dissatisfactions and problems
Amplifying the buyer's need to change
Getting the buyer to talk about the value of your solutions
How to lock down buyer commitment
Benefits
As a result of the 'The Art and Science of Selling' program participants will gain knowledge, attitudes and skills to:
Move away from "tell selling"
More effectively uncover buyers feelings and concerns
Use key questions to motivate the buyer and move the sale forward
Build value and overcome buyer price resistance
Gain more trust and commitment from the buyer
Increase sales margins and gain repeat business
Formats
Keynote or conference presentation 45 min to 90 min
Seminar or training workshop 1 day to 2 days
Individual coaching to maximise learning and behavioural change
Case Study
The Art & Science of Selling generated significant increases in new business [Here]
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