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 Psychology of Client Decision Making
This sales training program aims to change the way sales people approach selling, so that they can engage the customer and build better client relationships. Participants will learn to understand the psychology and neuroscience behind their clients' decisions.
Overview
Companies that display best practice in managing their customers' emotional engagement generate 26% more gross margins and 85% sales growth over their five largest competitors, according to the Harvard Management Review. This training program builds participants' awareness and skills in making the emotional connection with their clients. It focuses on the importance of building value in the client's mind.
Key Content
Understanding why people buy and how clients make decisions
The role emotions play in the client's decision making process
Minimising the client's fears and reluctance to move forward
Asking questions that emotionally connect with the client, including the three most important questions you can ever ask a client or prospect
Building the perceived value in the client's mind of your product and service
How to plan an effective client meeting
Benefits
Participants on this program improve their ability to sell and understand clients. The benefits include:
Understanding of the emotions involved in the client's decisions
The ability to ask the right questions and listen to the client
Increased confidence when approaching a sale
The ability to effectively plan and structure meetings
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 Psychology of Client Decision Making achieved significant growth in funds under management [Here]
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