Importance of building rapport in sales situations.

Understand the different models of the world.

Tailoring your communication approach based on the customer’s model of the world.

Uncover persuasive and influential conversations in sales.

Discover a simple model for identifying the customer’s broad characteristics that can be put into practical use in all our conversations.

Know your own Customer Profile ID preferences and how this will manifest in the way that you communicate.

Explore verbal clues in identifying a customer’s model of the world.

Quickly identify and assign a Customer Profile ID.

Learn how to engage with different Customer Profile ID groups.

Explore the consequences of matched/mismatched approaches.

Recognize the significance of the human business model and it’s impact on customer relationships.

Demonstrate authenticity and emotional intelligence in their interactions with customers.

Apply active listening skills and create connections that foster trust.

Adopt your communication approach based on the customer’s profile while maintaining a human touch.

Understand the factors influencing buying decisions.

Distinguish between customer’s wants and needs.

Recognize the customer’s DBM (Dominant Buying Motive).

Understand the difference between hard sales, order taking and skilled sales through service.

Overcoming the belief that “Selling is a dirty word”.

Developing a sales mind set and understanding your inner game.

Recognize the influence of belief on behavior.

Practice effective closing techniques.