Think and sell differently by seeing things from the buyer’s point of view. Build on traditional sales techniques - and tailor your approach to reflect the buyer’s five wishes. The key to success is meeting both the buyer’s rational and emotional needs, enabling a committed decision to buy.Course content
This course is built of 5 e-Learning modules each taking around 30 minutes
1. Take the buyers view
- The 5 wishes of every buyer
- Focusing on mutual interests and the buyer
- Adapting behaviour and technical skills at each step of the sales approach
- Achieving success and understanding failure
2. Preparing for shared success
- Integrate basic elements in your sales approach for mutual success
- Defining winning objectives for both parties
- Identification of aspects for attaining objectives
- Preparing the sales approach
3. Discover the hidden world of your buyer
- Asking the right questions
- Building a closer relationship with buyers
- Active listening to understand buyers better
4. Presenting your offer with passion
- Understanding buyer needs
- Adapting proposals to buyer needs
- Developing your argument by adapting your interpersonal communication
5. Steering the way to mutual agreement
- The true meaning of objections
- Responding to buyer questions and objections
- Helping buyers make a decision
Who should attend?
Who will benefit from this course?
This is an intermediate course for professionals looking to understand the key steps of the sales process:
- Define new sales objectives on the basis of a sales process that includes an emotional dimension
- Structure the sales process to prepare for customer questions, their environment and their decision-making
- Pitch at the buyer’s emotional level so that you respond to their needs
- Define your plan of action and being able to justify it rationally and emotionally
Benefits for you
Benefits for you, the participant;
- Consider how buyers buy, and how that impacts the sales approach – focus on mutual success
- Differentiate yourself rather than being in competition, acquire a more subtle sales approach and a degree of empathy towards the customer
- In the long term the sales person will naturally focus on the customer. In this way customer loyalty is strengthened
Course duration
There are 5 modules in this e-Course, taking about 30 minutes each depending on the individual. You can access the modules any time during a 12 month period allowing you to complete at your own speed and also revisit any modules to refresh your learning.
As affiliates of the CPD Institute, Cegos is committed to supporting the learner and each e-Course contributes 4 CPD hours to the learner’s development.
