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Introducing Adventures in Selling 

Can you recall an experience where you were "turned off" a product or service because of the behaviour of the person selling it? Studies indicate that clients/customers change suppliers of a product or service mainly due to the dissatisfaction of the human interaction as opposed to the product itself. Essentially, the behaviour of the person selling the product or service has an enormous amount of influence on the client or customer’s decision to continue or to end a relationship. Studies have validated that: 1. People tend to feel comfortable with people that display behavioural styles similar to their own 2. Sales people tend to sell more effectively to people with behavioural styles similar to their own and 3. If people adapt their behavioural style to that of the client or customer, their sales increase.

Most sales development/learning focuses on understanding needs, building trust, qualifying, handling objections and closing skills. Though these sales competencies are important, the way in which a salesperson goes about applying them largely determines their effectiveness. Thus the ability to understand and adapt behaviour to that of a client/customer is a critical success factor. In other words, people from people they like! In consultative selling, we all know how important it is to understand a client’s needs. In order to do this, however, they must trust you. At the core of all selling and customer relationships, there must be a sense of trust, respect and rapport. The buyer must believe that the sales person really cares about their needs and is working in a collaborative role to achieve mutual interests. Personal values play the key role in the way these business relationships will evolve. ‘Adventures in Selling’ provides delegates who have to sell a product or service with a number

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of key strategies to help them to tap into the personal value system of their prospect/ client. The establishment of trust, respect and rapport are key to building a successful business relationship with a prospective client. WORKSHOP AIMS  To identify preferred styles and needs when interacting with customers. To identify how sales can increase by meeting customer needs and expectations. To learn how to adapt and connect with the customer. This results in enhanced personal effectiveness, better communication and increased sales. SESSION OVERVIEW    The Psychology of Selling Using Your Natural Sales Skills to Build Trust Understanding your personal selling style

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Identifying key motivators of each type of customer Fitting Your Sales Style to the Customer/Client Objection Handling Picking up clues – verbal /nonverbal Presenting a Winning Sales Presentation Closing the Sale WORKSHOP DURATION

information with less emphasis on personal interaction. There are a variety of behavioural profiling systems available to assist you in becoming aware of your preferred behavioural style. Some are more complex, while others are easier to understand Maverick Training has developed The True Colours Communication Model that uses a four-quadrant approach to understanding different aspects of human behaviour. It pinpoints the Dominant Red nature or personality to characterise people who are fundamentally assertive, decisive and interested in bottom-line benefits of a product or service. The Influencing Yellow nature characterises people who are freespirited, act on impulse and like showy products. The Steady Green nature characterises easygoing people who tend to buy more traditional products or services and tend to err on the side of caution when making a decision. The Compliant Blue nature characterises people who are highly structured, pay attention to detail and who like to buy proven products.



This is a highly-interactive 1-day workshop that uses a blend of facilitation, team exercises and activities and a variety of multimedia. Session timings are 9.30am through 4.30pm. TRUE COLOURS COMMUNICATION MODEL In relationship selling, it is critical that people selling a product or service, understand that the definition of a successful client "relationship" will change according to the client’s personality or behavioural buying style. Some will be positively influenced with discussion over lunch, while others prefer lots of factual data and

Think about this for a moment. How many times has you or your sales team unknowingly "turned off" a potential client?

Imagine how they could increase their sales with power and knowledge of behavioural science on their side.

The workshop will look at each style in detail and cover selling style, planning and approaching the customer, identifying needs, proposing style, dealing with buying resistance, closing style, supporting, informing and following through with the customer. It applies this framework to identify different buyer types and the roles they play in the sales process in this workshop. By identifying an individual’s behavioural style, it is then far easier to understand their personal motivations and buying style. If you or your team is not selling your product or service behaviourally, then you run the risk of being only 25-50% effective.

IS THIS WORKSHOP FOR ME? Can you answer ‘yes’ to any of the following questions? Then ‘Adventures in Selling’ is for you.   

Date: Venue:

9th May 2007 Arrowe Park Hospital, Wirral. Free park and ride from Sainsbury’s car park. 9.30am to 4.30pm John MacCarfrae Maverick Training.

You are involved in interacting with customers? You are new to this sort of role in your library and need training? You wish to build successful work-based relationships that generate results?

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