No matter the additional descriptor we attach to the term "sales": be it complex solutions, value, consultative, the common denotation is that "you do something for someone", not that "you do something with someone". This is why the main perception is that the sales process is connected to a feeling of fear.
The client is afraid that he will be thrust upon something he does not really need or that his time will be wasted on irrelevant discussions.
The salesperson is afraid that he will be refused, that he will not meet his sales plan, that he will not be able to pay his bills. As a defense mechanism, the salesperson chooses arrogance: he explains how wonderful his product/service is, without questioning himself not even for a second - "what does the potential client win from all this"?
At the same time, the client will choose buying techniques to fight the invasive sales techniques: he will send offer requests to many suppliers, he will demand that questions be addressed in writing and the answers to those will be plain and evasive.
Our promise is that, at the end of this session you will learn how to:
- be aware of your own actions’ impact on potential clients;
- acquire motivation, influencing and persuading techniques, various styles of practicing influence based on mutual trust;
- develop proactive attitudes when interacting with clients in order to achieve your sales objectives.