How to Sell the Way Your Customers Want to Buy
Persuading Others to Buy Your Ideas, Products & Services
Overview
Do you need to persuade internal or external customers to buy your ideas, products, or services? Do you want to know how to convert prospects into lifelong customers? Do you want to discover your real selling advantage? People would rather do business with people they like. They would rather do business with people who understand their needs and priorities, and with whom it’s easy to communicate. In this session you will learn how to improve your ability to connect well with others, develop likability, earn trust, persuade others, and sell your ideas, products, and services.
Objectives
Define what makes your prospects feel compelled to buy from you. Identify personality style. Determine practical ways to create a better climate for successful persuasion and/or closing a sale with people you need to influence. In a Learning Summary, decide upon key points to remember. and select action steps for using this information in practical and immediate ways.
Format
This training includes experiential learning, conceptual information, discussion, visuals, and group interaction designed to teach and integrate the concepts. It also includes a training manual for each participant.
Topics Include
• Why your prospects and customers only want to do business with certain people
• How to create immediate rapport and likability
• The basics of personality style
• The details: A closer look at each style
• Primary and secondary styles
• How to know your prospects’ and customers’ styles
• What to do if you are not certain of someone’s style
• Discovering your customer’s motivation to buy based on style
• How to give a sales presentation to each style—and to groups that contain mixed styles
• How to improve customer service based on style
Benefits
Understanding personality styles is helpful to anyone who needs to persuade others to buy their ideas, products, and/or services. The golden rule tells us to treat others the way we would like to be treated, but that’s not the best approach. Your prospects and customers don’t want to be treated the way you want to be treated. They want to be treated the way they want to be treated. The information in this session will help you better position yourself to influence, persuade, and sell to others, whether they are your internal or external customers.
Who Should Attend
Anyone who wants to influence others, and anyone who wants to persuade others to buy their ideas, products, or services.
Length of Time
Each session may be delivered in a two-hour, half-day, or full-day format.
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