Leveraging Buyer Psychology to Secure Deals

Understanding the psychology of buyers is integral to maximising sales effectiveness. In this workshop, participants will experience a highly interactive and experiential learning approach that shows how to apply the Needs Discovery Technique, establish a customer-focused engagement and propose an effective solution positioning, which ultimately leads to high-valued business deals or sales.  
 

Key concepts taught in this course: 
 

• Buying Blueprint — understand purchasing decisions and buyer psychology. Learn the SELL® Persuasion Blueprint for clear and controlled sales engagements. 

• Exploring Explicit Needs — make informed judgments about a client's intent to act (ITA), master the five elements of the Needs Discovery Technique (NDT). 

• Formulating Customer-Centric Recommendations — use the FAB model, avoid feature-dropping, develop Benefit Statements that align with client needs. 

• Developing Sales Advancement — identify closing mistakes, simple and complex calls to action, and create effective call objectives. Convert Business As Usual (BAU) scenarios into Advances and practise a three-step Call to Action.  

• Creating Strategic Positioning — avoid common mistakes in opening conversions, use GOAL-Model to position initial conversations. 

• Constructing an Effective Meeting Planner — differentiate between preparation and planning, apply practical tools for meeting planning. 
   

By the end of the workshop, participants will have a thorough understanding of buyer psychology and practical strategies to enhance their sales effectiveness. 

By the end of the workshop, learners will gain understanding of / learn: