Do you have prospects that seem impossible to sell to?
Are some of your existing customers extremely challenging and difficult to deal with?
Do you encounter people who just can't make a buying decision?

Virtually everyone in sales encounters challenging customers and prospects. These people are extremely challenging and difficult to sell to. It doesn't matter what information you give them, how much information you supply, or what you say, you just can't get them to buy.

What can you do to make the sales process easier or more effective when dealing with difficult customers and prospects?

The key is to gain insight into their behavior. When you understand why people behave in a specific manner you can adapt your approach to better connect with them and improve your results. Every customer and prospect has specific motivators that will influence their buying decision and each individual requires a slightly different approach. But, if the wrong approach is used you limit your opportunities to move the sales process forward.

Here's an idea of what is covered during this fast-paced, dynamic sales training session.

• Learn how personality styles affect the sales interaction and each customer's buying process
• Discover why some people seem impossible to sell to
• Understand what voice mail greetings tell you about that individual
• Find out exactly how to adapt your approach with your challenging customers and prospects
• Uncover the one action you must take when a prospect seems overly demanding or aggressive
• Realize why some people take forever to make a decision

• Know what action to take with the person who can't seem to make a decision
• Determine why and when too much product information works against you
• Understand key motivators that will move the sales process forward
• Identify your prospects' fears and concerns about making a final buying decision
• Learn how to better connect with all of your prospects and customers
• Recognize visual and verbal clues that will tell you the most effective sales approach to use
• Know the best way to move the sales process forward with each prospect or customer

This sales training program achieves the best results when combined with a sales assessment identifying your natural selling style. This assessment will show why you have difficulty selling to specific customers.

Participants will also receive a reference guide that will help them quickly determine the natural style of their customers. This will help them determine the best sales approach to use with each person, which in turn, will improve their sales results.

Duration

This sales training workshop is most effective when a full-day is allotted. This ensures that participants have the opportunity to practise modifying their approach. However, a condensed version can also be delivered as a half-day session.

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