print
Course Name
Selling the Way Your Customer Buys

Contact Hours: 5

Course Description
Effective client reading requires careful observation and listening skills. At the core of an effective sales relationship is the ability to act as a consultant who solves problems. Whether you spend six months or six minutes with someone, today’s buyers expect you to show you care, to pay attention to their unique needs and to help them to buy rather than leaving them feel like they were sold. Big difference. As product differentiation becomes more difficult, what people base their decision on is the added value of the relationship and the service during and after the buying experience. By adopting this attitude and putting it into your selling style, you’ll have customers coming back and referring others to you.

Outcome
Among the key points are:
  • 4 behavioral styles of buying;
  • The 3 main language patterns of visual, auditory and kinesthetic;
  • Pacing and attending to the language pattern you detect;
  • How to position benefits instead of features when handling objections; and
  • How to actively listen.

Assessment
A short assessment will determine your understanding of the points covered.


Outline
This course has 5 sessions.

  1. 4 behavioral styles of buying
  2. The 3 main language patterns of visual, auditory and kinesthetic
  3. Pacing and attending to the language pattern you detect
  4. How to position benefits instead of features when handling objections
  5. How to actively listen.