Intro
| Buy-Learning Process
| Match Selling with Buying
| Complex Buying Team
Program Benefits |
Program Content | Skills
for Large/Complex Sales | Delivery
Options
When it comes to selling, have we had it all wrong?
The facts are startling. Dartnell Research found
that 9 out of 10 salespeople reach the end of their
sales process before 80 percent of their customers
are ready to buy. Imagine what that means in lost
sales! Without a firm grasp of your customers' new
buying process, your salespeople could be missing
out on opportunities there for the taking.
For years, the focus has been on the selling process
- while ignoring customer buying behavior. But tomorrow's
big winners in sales will be those who master today's
psychology of buying.
Getting
Into Your Customer's Head is the high level
executive sales approach that will maximize sales
results with the new generation of decision-makers.
It's the most effective selling system for meeting
your customers' needs at each step of their buying
process. When you implement this approach, you'll
take your sales effectiveness to the next level
- while your competitors wonder what they're doing
wrong.
"Getting
Into Your Customer's Head is a powerful sales process
that truly reflects how high performing salespeople
naturally sell. The model is robust, yet easy to
learn. That's why we're incorporating it into our
corporate sales skills training program as the way
all IKON salespeople will sell to customers in the
future."
Pete Toennies, Vice President, Training & Development,
IKON Office Solutions, Inc.
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