Buyer behaviour and sales service training
I’m often asked if I could teach people a few ‘hacks’ or ‘tricks’. My response usually is ‘If you want to learn tricks join a circus!’
Relying on hacks and tricks is for those who don’t care about lifetime value and only ever think about the next sale. Too often people (potential customers) are dragged kicking and screaming through other peoples’ sales processes and it can often feel very uncomfortable.
The whole language of sales and selling, as it has been taught over the past forty years, is combative:
- ‘Take Control’
- ‘Lead and Pace’
- ‘Handle Objections’
And now people are wise to it and utterly fed up with it.
Nobody wants their conversation to be ‘controlled’ by another. They don’t wish to be ‘led and paced’ anywhere. And they certainly don’t wish to be ‘handled’ because their questions are considered ‘objectionable’.
Through my buyer behaviour and sales service training you will understand how potential customers are thinking at every stage of the sales process and how they are making their decisions. I will show you how to discover your potential customers’ TRUE need(s) and in what order of priority. Many prospects describe what they need right now, only for the service provider to discover later that their TRUE priority is something else – thereby changing the scope of the project and the cost implications. This is when conflict usually arises.
The result of the training is that you will have created a more effective sales process that is a positive experience for potential customers. You will be able to identify worthwhile, well-suited customers, increase your close rate and retain clients for longer – thereby increasing their lifetime value..
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