Getting Into Your Customer's Head
Program Content
In this exciting, informative, and value-packed two-day sales seminar, you’ll learn the secrets and strategies behind this breakthrough selling system – including a valuable, new method to win the complex sale.
For serious sales professionals looking to take the next step.
Ever wonder why customers and prospects don't do what you want them to do?
Ever wonder about the real reason behind the objection, "I can't afford it" – and how you can prevent it? Ever wonder what is the biggest mistake salespeople make, a mistake that is causing countless lost sales and commissions? Ever wonder why the "sure-thing" prospect suddenly goes silent on you at the 11th hour of a sale? The answers to these and many other pressing questions can be found in the Getting Into Your Customer's Head sales training program.
Getting Into Your Customer’s Head is a consultative sales approach that’s new and different.
For many years, the focus has been on the sales process (the steps of how we sell), while little if any emphasis has been placed on customer buying behavior. But you'll make more sales if you master the psychology of buying, and get your sales process aligned with how your customer thinks. Getting Into Your Customer's Head shows you how.
Getting Into Your Customer's Head is the high level executive sales approach that will increase your sales with today’s new breed of decision-makers.
It's the most effective selling system for meeting your customers' needs at each step of their buying process. When you implement this approach, you'll take your sales effectiveness to the next level – while your competitors wonder what they're doing wrong!
Count on Learning:
- How to take the mystery out of why customers don't buy.
- How to improve questioning skills to diagnose needs that your competitors are sure to miss.
- How to master the politics of today's more complex sale by finding the "Power Broker" first.
- How to sequence questions in a new and powerful way that matches how customers prefer to buy.
- How to position your solution as the best choice for the customer.
- How to stay focused on customers' needs as those needs change through the buying process.
- How to uncover hidden road blocks.
- How to penetrate and grow your key accounts.
- How to "repackage" competitive weaknesses into strengths.
- Ten keys to successful sales negotiations, and much more.
For more information, contact:
Dr. Catherine Axinn
The Ralph and Luci Schey
Sales Centre at Ohio University
axinn@ohio.edu
740-593-2084