Displacement Selling IV
Booking this course
If you would like to talk to us about running
a Displacement Selling course, please contact us: Tel + 44 (0)1789 734343 or email us at
admin@proskill.co.uk |
Other courses in this modular course:
We must increasingly deal with a wide range of behaviour types
amongst the customer group. Our success will be increased if our
versatility increases.
Overview
Increasingly the salesperson must be able to persuade
and work with a wide variety of people. This means the salesperson
must develop a ‘chameleon’ quality to quickly change behavioural
style to match the other person. Over a period of many years
salespeople increase their versatility in dealing with the
customer types experienced.
This stimulating and practical course provides the key skills
needed to accelerate versatility and deal with new customer groups
quickly.
Who Should Attend
Those who have attended Displacement Selling I.
Duration
1 Day
Displacement Selling IV - Course Objectives
Participants will learn:
the underlying principle of Behaviour Analysis and the strengths
and weaknesses of their own behaviour type
how to identify the behaviour type of other people easily and
quickly
to modify their behaviour to meet the needs of different groups
to handle groups containing mixed behaviour types
Displacement Selling IV -
Course Outline
Behaviour Types
Behaviour characteristics
Underlying behaviour factors
Reaction under stress
Behaviour groups strengths and weaknesses of each group
Self-Discovery
Behaviour Identification
Behaviour type clues
Identification-by-proxy
How negative comments may indicate behaviour type
Pitfalls in identification
Handling Different Types
Key differences between your type and other types
Versatility factors
‘Meeting’ versatility skills
Each stage in the sales process and how to modify behaviour
Mixed Behaviour Type Groups
Handling different types in Stand-Up presentations
How good proposals and reports meet the needs of different types
|
