REVOLUTIONISE THE WAY YOU SELL AND INFLUENCE

Understand the psychology behind the customer’s thinking as they transition through the buying process.

Effective Influencing

Whether you are a manager or a person who sells a product or service, you have to get the other party’s buy-in. What you say and do affects their thinking and decision making process. Therefore the easiest place to start is with your own thinking/actions and how it affects the required outcome. Every interaction we have with people involves communication both verbal and non verbal. How much we understand about the process of communication determines how well we do. How successful the interaction is will affect the outcome.

From a customer’s perspective, there is generally more than one option for the product or service you are selling. Increasingly, the point of difference is no longer product or price, it’s the customer experience.

This program will enable attendees to;

  • Focus on behavioural change
  • Deliver the appropriate insights in human behavior which interplays within a buyer/seller interaction
  • Impart understanding of the different elements of effective two way communication
  • Create understanding of how to track the customers’ progress/transition through their buying cycle.
  • Enable people to continually enhance their influencing skills by analysing the buyer/seller interaction to deliver more of how they succeeded

Module 01: Compare traditional and consultative selling methods

  • Identify the components and the characteristics of traditional and consultative selling

Module 02: Describe the psychological elements that exist in buyer/seller interactions

  • Describe customer reasons, motives and thought processes to buy
  • Describe how our mind functions and conative behaviour impacts on buyer/seller interaction

Module 03: Identify and use communication skills to facilitate a sale

  • Describe the components of communication and their impact on communicating
  • Interpret and use body language to facilitate a sale

Module 04: Prepare to influence effectively

  • Identify the relationships between buyers thinking and sellers behaviour

Module 05: Introduce self to the customer

  • Identify the basic personal needs of a customer when first meeting the seller

Module 06: Build and maintain rapport with the customer

  • Use interpersonal skills to build and maintain a rapport with a customer

Module 07: Use bridging behaviour to facilitate the influencing process

  • Define and use bridging behaviour to move from social to commercial activity

Module 08: Identify the customer’s needs/wants

  • Use oral fact finding questioning techniques to ascertain customer needs/wants

Module 09: Obtain customer agreement and commitment to buy

  • Use oral statements and questions and customer feedback to obtain sales agreement and commitment

Module 10: Assist the customer to justify the purchase

  • Use rapport building and fact finding insights to assist customer justification for their purchase

Module 11: Present the relevant buying solutions

  • Use the application of product/service features and benefits to present buying solutions

Module 12: Close the sale

  • Interpret buying signals
  • Use sale closing techniques

Module 13: Identify post purchase sentiments

  • Identify the stages of post purchase sentiments and the impact each will have on the customer

Module 14: Manage a buyer/seller interaction

  • Identify the nuances in controlling the customer/salesperson process [Call Control]

Module 15: Evaluate the sale/influencing

  • Complete a sale/influencing evaluation form