Learning
Model
As buyers
become more sophisticated, so we must adapt.
We start this presentation by understanding the process
of learning and preparing the audience to become tuned for
changes in behaviour that appear obvious and simple, yet will
have a profound effect upon relationships.
Change
Concepts
Change is
uncomfortable and we have a natural tendency to resist. We will
look at the problem of comfort zones and begin the process of
dealing with change as fun.
Significant change results often from making a small
change in a habitual behaviour – Too many changes at once and
we cannot cope – learning to manage change is an essential
skill.
Getting
on their Wavelength
In
a sales meeting there is a seller and a buyer each with
different objectives, but the sellers objectives can only be
achieved if the buyers objectives are first achieved.
To do this we have to Stop Selling and delve into the
mind of the buyer to understand their buying process and help
them to achieve their objectives.
Rapport
We all know
how to establish rapport, if we didn't we wouldn’t have any
significant relationships.
However we all meet people where we have difficulty
developing good relationships.
In this presentation we will all learn how to improve the
odds of instantly developing good relationships with every
prospect we meet.
Verbal
Communications
Much of
what we say is forgotten, unheard or worse, is misheard.
The content of our presentations and written
communications is important, but understanding how our messages
are received is even more critical. We will look at how
to improve the quality of written and verbal communications and
develop better skills in listening.
Non-Verbal
Communications
The sound
of the voice, gestures, pause, pace, tonal marking, mirroring,
presence, charisma, belief and commitment. What non verbal
messages are you communicating – All the above factors are
important and can be developed and improved. This is a practical
introduction to the skills of non-verbal rapport
The
power of Anchoring
Anchoring
is one of the most powerful skills we can employ selling and
negotiating. In simple terms it is the art of linking our
selves, our product and our company to positive emotional
feelings in the customer. The simplest example of positive
anchoring is to deliver excellent service.
However we can often link ourselves to negative emotions
without even realising it.
Once you are aware of the process, you have control over
it and always leave a positive impression.
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