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Phase 1 | TYPES N' TACTICS: |
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'Getting on the Customer's wavelength' |
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Do you need this Phase?
The Quick Quiz:
- To what degree do you adjust your approach to the diverse personalities of your customers?
- How much more revenue would be achieved if you had a clear path to follow to keep each customer's unique social style comfortable in their buying cycle?
- Since only 25 % of customers are like you, what difference would it make to revenues to be enabled to develop trust and rapport with the other 75% of the customers?
- How much more revenue would be generated if you could assign sales people to an account based on matched social styles?
- How many sales have been lost because you had the right product/service but the wrong approach for the customer to appreciate its value?
This is a program designed to empower a sales force with the skills and knowledge needed to build relationships and develop unique value propositions with clients/prospects regardless of whether they think the same way as the customer or not. It is designed to achieve increased levels of efficiency and effectiveness by using the revolutionary 4D-i profiling system from ONESMARTWORLD. It assesses both cognitive and emotional intelligence of each sales professional and then provides an interpersonal skill set so that sales people can interact with others more successfully by aligning with the customer's unique social style and treating them the way they would like to be treated. Most salespeople instinctively interact with their prospects and clients according to the Golden Rule - 'treat others the way that you would like to be treated'. That would be fine if all people were the same but that is just not the case – in fact only 25% of the prospects they meet want to be treated the way they do.
After the two day seminar, we guarantee that you will have the skills to:
- Operate from 'Best Practises' conscious skills rather than just from patterned selling habits;
- Get inside the customer's head by understanding their unique decision making process;
- Demonstrate versatility by switching to the particular thinking strategies used by specific customers;
- Understand their own profile which is the result of a self assessment of the four dimensions of performance and productivity;
- Describe how their Personal Profile correlates to the four social styles;
- Explain how the 4D-I can create flow-paths for more efficient sales calls;
- List the verbal and non-verbal indicators of each social style;
- List and demonstrate the strategy/ tactics to mirror the customer;
- List and demonstrate the steps required for maximum productivity within a customer contact;
- Demonstrate how to move with the customer from their present position to where they would have to be to be enrolled in the possibilities provided from your value proposition.
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