The Adaptable Salesperson
This is a sample outline. For a full outline contact us, we will take a brief from you and produce a more detailed, tailored outline.
Aims
In this highly participative workshop you will examine different approaches to different types of buyer. You will find ways of identifying different buyer types, examine your own sales 'style' and look at ways to adapting your approach.
Who Should Attend?
More experienced sales people who need to build stronger relationships with their customers.
Duration
Two days
What happens during a sale?
What factors affect buying decisions?
Your approach to the buyer.
Flexible or personal approach.
What types of buyer do you face?
Four different buyer types.
How you recognise them.
What is your personal style?
Adapting you approach to the buyer.
Presenting your case so that the buyer listens.
Matching the close to the buyer.
How they may react to different closing strategies.
Practice the tools you have learned - role-plays based on real life situations to identify individual styles, strengths and areas for development. This will enable you to experiment with new techniques and discover how the learning fits together.
