As a sales rep or professional you may have a great grasp of your products and services. Still you notice that there are times when you fail to connect with the people who may really need what you offer. These communication disconnects can easily result in lost or unclosed deals.
Every person behaves and makes decisions based on below-conscious, situational motivation triggers. Knowing these triggers allows you to quickly establish rapport and trust with your customers. Failure to identify and purposefully address these triggers increases the risk of turning off the customer and losing the deal.
The LAB Profile® method, that underlies our Sales Dialogues, utilizes a unique set of tools that help to decode how the customer is thinking, motivated and likely to behave when evaluating your offer.
No matter what the sales process looks like, learning how to unlock these keys with the right language results in:
Even more, once these language patterns are understood in the sales process, they apply to all aspects of business and personal communications and enhance relationships. These same patterns operate in effective customer service, leading and mentoring others, using appealing language to recruit the right employees, developing marketing collateral, managing organizational change, etc.
Through video instruction and demonstration, along with handouts and quizzes, you will learn how to quickly and easily identify and then purposefully address your customer’s Motivation Triggers™ and behavior patterns. You will enrich your proven sales process, with the tools you find appropriate, to get even better results.
In any easy and engaging manner you will acquire the skills necessary to select the words or phrases to use (or avoid) to better establish trust and rapport. It is a respectful and humanistic way to get your message across.
This training is available in face to face formats supplemented with the online app. We also offer individual self assessments that identify your business development strengths and weaknesses for coaching and development.
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