EMOTIONAL VS RATIONAL RESPONSE
HUMAN BEINGS ELICIT AN EMOTIONAL RESPONSE PRIOR TO A RATIONAL RESPONSE. PEOPLE ALSO BUY EMOTIONALLY AND LATER JUSTIFY IT LOGICALLY.
TO INVOKE THIS EMOTIONAL BUYING DESIRE IT NEEDS A SPECIFIC MIND ENGAGEMENT BETWEEN THE BUYER AND THE SELLER.
ENTER THE BUYER'S MIND PROGRAM DELVES INTO THESE ASPECTS.
WE BELIEVE SELLING IS A CRAFTSMANSHIP IN COMMUNICATION COMBINED WITH A GENUINE INTENT TO PROVIDE A USEFUL SERVICE.
THE BUYER-SELLER FRAME
UNDERSTANDING THE
BUYER-SELLER FRAME
Of the aspects that assume importance in the sales process, the buyer-seller frame is of immense significance. What precisely transpires in the duration, how the dialogues shape up, who drives the process, what are the interjecting leads, how to attain directional control, what is emotional heightening, how to present the pleasure–pain narrative, how to handle an avoidant stance and understanding various positioning techniques helps in preserving frame control.
IN THE BUYER-SELLER FRAME IT IS MANDATORY FOR THE SELLER TO GRASP VARIOUS BUYING ACCELERATORS
ENTER THE BUYER'S MIND APPERCEPTIVE PROGRAM
uses a layered approach to delineate the rapidly metamorphosing sales terrain, prevalent techniques and dynamic selling approaches practiced in today’s business. With specificity, the program addresses each aspect of the BUYER-SELLER FRAME and probable barriers including understanding the buyers mind.
THE STRUCTURE
MANUALSING IT
TO OFFER A STARTING STRUCTURE
The 10-step process of selling forms the essential prime-mover in terms of process mastery prior to meeting the client. Selling cannot adhere to a formulaic template but some structure is needed to get to creativity.
THE PROGRAM DELINEATES EACH STEP AND THE TECHNIQUES INVOLVED
BUYER'S NEEDS ELICITATION
IS CRUCIAL IN THE SELLING PROCESS.
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Sales personnel, on many occasions have a myopic view of their client’s needs and combined with selling pressure, it makes them unconsciously gravitate towards presenting a fitment to client’s need with their perceived solution. This may fix the client’s concern temporarily but not a long-term viable solution in large value deals.
SOLUTION FITMENT
Hasty and insidious vendors eventually get punished with customer’s apathy towards them and do not enjoy repeat business. Relationship is not built with the client and in today’s market place this aspect itself is enough for sales drought for the firm. Needs elicitation and solution fitment is a sacrosanct process and considerable time has to be invested in this phase to arrive at more accurate approximations prior to solution suggestions.
NEEDS ELICITATION
BUYING ELEMENTS
Needs elicitation and solution fitment is a sacrosanct process and considerable time has to be invested in this phase to arrive at more accurate approximations prior to solution suggestions.
‘ENTER THE BUYER’S MIND
IS A PROGRAM THAT ALSO ASCRIBES SIGNIFICANCE TO THESE DYNAMICS.
ENTER THE BUYER'S MIND
THE ESSENTIAL STEPS
ESTABLISHING POSITION
The program threadbare delineates each of these aspects in its aim to grasp the buying mind and how the seller ought to remain positioned.
PROGRAMS ELABORATION
SPECIFICS, CHARACTERISTICS, CONSTITUENTS, TAKEAWAYS
PROGRAMS ELABORATION
ENTER THE BUYER'S MIND
SPECIFICS, CHARACTERISTICS, CONSTITUENTS, TAKEAWAYS
OTHER SALES PROGRAMS FROM US
Hundreds of sales programs inundate the playing arena, and each of them value adds in their own respective way. To differentiate ourselves here is some information.
