COURSE: What Makes Your Customer Buy
How To Understand What Makes Your Customers Buy uses business psychology to help you to better understand both yourself and other people in order to improve your business results.
This unique and very interactive one day workshop will teach you how to use a better understanding of personality types, using the psychometric instrument The Myers Briggs Type Indicator as a framework.
Overview
Through group exercises, participants will gain an understanding of the skills needed to assess both their own personality preferences and those of their customers.
The course is based on The Myers Briggs Type Indicator and understanding the four dichotomies of personality, so important for effective communication:
Extraversion – Introversion
Sensing – Intuition
Thinking – Feeling
Judging – Perceiving
Objectives
By the end of this course delegates will be able to:
• Easily understand how to sell effectively to different customers
• Hear the customers' needs and talk their "language"
• Become a trusted business advisor
• Greatly improve customer relationships
• Maintain loyalty and long-term customers
Course Outline
Assessing your own style:
• How you express your own type preferences in your natural communication style
• How to easily use your "non-preferred" style to improve your results
Matching your customers' preferences:
• How to recognize and understand your customers' preferences
• How to understand what different customers want
• How type works within the communication process
• How to communicate with different personality types
• How to handle objections and close according to type
Maximum 12 participants for in-house courses
Time Management
The Art of Negotiating and Closing
Presentation Skills
How To Understand What Makes Your Customers Buy
Image and Impact: Body Language and How to Dress for Success
Introduction to Selling
The Art of Effective Cold Calling
The Effective Manager
Time Management for Sales Professionals
The Art of Effective Sales Presentations
