Catalyst for Sales
How to persuade your customer to change and hence buy your product
Studies have shown that up to 60% of sales opportunities are lost to “no decision” rather than competitors. In these instances, the companies decide to do nothing rather than do something.
The first thing that a sales person needs to do is to persuade the customer to change. Only once the decision to change has been made can the customer consider buying something. Unfortunately, too many sales people try to sell their product first and frequently fail to make progress.
This is a 2 day training course delivered privately for one sales team. Everything is focussed on their customers and products so that they get the maximum benefit from the training.
We select two areas where the team is struggling and develop ideas as a group as to how to take a different approach, applying the theory that has been learnt during the course.
At the end of the course, each attendee commits to their own small changes in their approach to sales. We then schedule follow up calls with everyone 2, 4 and 6 months after the training to discuss progress and provide further support and coaching such that they can maintain these changes.
To find out more about change, why it is difficult and why it is so important to sales, please watch our video via this link:
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Before taking this course, sales teams will have lots of opportunities that struggle to get beyond the first few customer meetings. They will feel frustrated at the lack of progress that they are making.
By taking this course, the team will be able to identify the reasons for change within their target accounts, be able to explain the value of those changes to their customer and be able to progress opportunities more rapidly to a conclusion.
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This course is designed for anyone working in sales, regardless of their experience.
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By taking this course, students will learn:
Change and why it is difficult
How different people make decisions.
Ways that you can persuade people to change their mind
Cognitive biases and how they influence decisions
The science of persuasion – small changes that can make big differences
Change management processes.
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The choices available to a customer and why this makes decisions more difficult.
How to paint a picture of how not changing will impact a customer
Drivers for change in your customers
How to use this information to gain traction with potential customers
Use the Socratic Method to understand customers in more detail
How to pull all the information together to create a compelling reason to change and buy your products.