In the initial one-day training workshop content delivery includes:
- Learning how to adjust their tactics away from a “Pitch-Driven” approach, towards a “Problem Solving/Consultative” approach.
- Learning the relationship between customer satisfaction, and the necessity to apply influence.
- Learning a repeatable, predictable process for defusing emotion and establishing trust.
- Learning a repeatable, predictable process for creating urgency within their customer’s minds.
- Learning how people make decisions, including the three critical decision points a client faces, and a realistic, persuasive approach to working within these decision points.
- Learning how to close intelligently, including a look at the many myths that surround this particular topic.
Throughout the session, participants:
- Role-play to discover more about their personal style and their own natural probing techniques.
- Participate in a small group activity to improve probing techniques.
- Take part in a Mental Agility® exercise to speed up the participant’s thought process.
- Participate in a round-robin role-play allowing for a group coaching session.
- Form study groups to examine case studies, develop strategies based on analysis of client position within the model, create probing strategies, prepare multiple levels of questioning, and prepare trial close strategies.
- A cultural shift away from a “pushing” mentality, and towards a problem solving, consultative process that moves clients through their fear of change.
- Multiple repeatable and predictable processes that are measureable.
- A system for applying influence that can allow those in attendance to stylize their approach without changing the tactics taught.
- The ability to add and grow the tactics to support and grow the process into a true cultural manner.
- Job aids for both participant, and if needed, management to implement what is taught.