Selling to Different Behaviour Styles - Module Three

 Selling to Different Behaviour Styles - Module Three

Globalisation and changing markets are significantly influencing today’s sales environments. Customers are growing ever more discerning about the ‘purchasing experience’ and require enhanced levels of service to accompany mandatory, superior product performance. Consequently, selling to customers presents ever greater challenges for the sales professional as no two customers behave or respond in the same way.  Their needs may appear to be the same but how they wish to fulfil them can be very different.


This course develops a deeper understanding of customer behaviour styles. It creates awareness of the professional‘s own style, related strengths and potential limitations and considers how different styles interact in the cooperative and challenging sales environments. It enables the individual to develop ways to adapt their own style of behaviour in order to enhance customer relations.

Target Group
Designed for all sales staff or staff who are exposed to external as well as internal customers.

Content

Module Three Divided into 4 sessions content includes:

  • Session 1: Introduction, Review & Successes/Challenges.
  • Session 2: Behavioural Styles Completion of a Personal Behaviour Profile - DiSC Recognising & understanding different behaviour styles. Session 3: Implementing the sales cycle skills in cooperative situations.
  • Session 4: Implementing the sales cycle skills in challenging situations.
  • Action Session.

Prerequisites
Ideally, participants will have been with their company for a minimum of 6 months and have participated in Oh Norman Modules One and Two.


Training Outcomes
On completion of this course the participants can expect to:

  • Evaluate current use of Module 1 & 2 skills.
  • Analyze areas of strengths and areas of improvement of Module 1 &2 skills.
  • Identify own Behaviour Style - DiSC.
  • Name and identify different styles of behaviour - DiSC.
  • Utilise the “styles of behaviour” to adapt the “sales cycle skills” more effectively in cooperative situations with different customer behaviours.
  • Understand the important skill of acknowledgment in effective listening.
  • Know & effectively apply “Limit the Horizon” probes in sales situations.
  • Know & effectively apply “Open Horizon” probes in sales situations.
  • Utilise the “styles of behaviour” to adapt the “sales cycle skills” more effectively in challenging situations with different customer behaviours.
  • Know and apply the communication skill of “Assertion”.
  • Understand and know the difference between: aggression, passiveness and assertion.
  • Know and learn to use the skill of “Empathy”.

Comments
To discuss this seminar in more detail over a coffee, please contact us on 01604 667068 or alternatively, e-mail training.gb@festo.com .

 

Date

City

 

Price

 

 
On request Bespoke in house
  6.975,00 GBP Add selected date to your order basket
On request Northampton
  975,00 GBP Add selected date to your order basket

Hotline
01604 667068