Building Better Buyer Relationships – The Key to Sales Success in the 21st Century

Building Better Buyer Relationships – The Key to Sales Success in the 21st Century Achieve your sales goals by helping your clients achieve theirs. A focus on product differentiation or a low price is no longer a guarantee for winning business. Competitors are springing up around the world; “unique” products and services have a short lifespan. The ease with which anybody can become an expert on anything, through the internet, is rapidly depleting the power of any salesperson. It used to be that being a subject-matter specialist was all that was required to succeed. Across all industries, the ability to develop truly collaborative, trust-based partnerships with clients is becoming universally acknowledged as the most effective way to ensure survival and long-term success. This seminar shows sellers how to treat each buyer as a unique person and how to approach each buyer differently. It also shows how to respond credibly and create impact "in the moment" through intelligent questioning and always retaining a focus on what is best for the buyer, as opposed to what's best for the seller. HOW YOU WILL BENEFIT Establish your ability to develop a “partner” relationship with buyers without having to over-invest time and money in social activities Learn differentiation of your product or service through the way that the service is both offered and delivered – ie with a strong focus on the deeper and genuine needs of the organization and individual Learn the ability to build rapport with anyone, at any level of an organization. Make more efficient use of your time Help your clients solve their key issues and thus be in a better position to buy your offering Acquire greater confidence in starting conversations in a way that helps the buyer want to be in the conversation with you Develop an understanding of your own behaviour and of the buyer’s behaviour, and how it impacts the relationship Develop in a way that leads to an increase in new and retained business  YOU WILL LEARN To identify potential clients based on the prospect’s preferred buying criteria - to ensure maximum benefit from limited sales time. How to qualify the type and quality of existing buyer relationships and learning how to improve them To identify different buyer types and the roles they play in the sales process - and how to influence them How to understand their own natural behaviour patterns using the Octagon™ behavioural assessment tool - and how this behaviour impacts buyers in the sales process To use a technique called “I We U” to establish rapport and build trust immediately, during telephone or face-to-face conversations How to adopt the SHAPE™ questioning approach to demonstrate broad interest in a buyer's situation, establish real needs and envision desired futures - without inflicting unnecessary pain! How to use Spicy Questions and Focus-5 to make the conversation more interesting - and memorable - for both buyer and seller To use a Value Sheet tool to focus on buyer needs and build trust. How to gain advantage in formal presentation situations To agree on next steps and gaining commitment through the use of CC Letters  WHO SHOULD ATTEND Anyone with a vested interest in increasing sales and profits - from new staff to senior sales and marketing staff and business developers.   Training Course Seminar Workshop Provider Download Training Catalog 2009

Instructor Schedule September 3-4, 2009 2 days Venue Novotel Coralia Hotel Bogor Tuition Fee  Rp. 3.400.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR – 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com