Monday, 27 October 2008

Selling from a Buyer's Perspective

If you enter sales techniques into internet search engines you will create 8 million results, give or take a few.

On the first page you will see AIDA - get their attention, create interest and then desire and complete the process with a call to action.

Following this you will see such attractive titles as “successful sales presentations”, “using presentation technology”, “handling objections”, “negotiating a sale”, “dealing with sales nerves” and so on and so on.

What so much sales advice fails to consider is that the buyer is the one in control. The buyer is the one making the decisions. The buyer is the one who has stuff on his or her mind.

There is no such thing as selling, only buying!

People buy for just two reasons:

· To solve a problem they have, or

· To achieve a dream they desire

So when you are next considering putting together that super whizz presentation, or creating all those objection handling scenarios, or buying the flash suit and the designer shoes to wow your audience at the next sales meeting, consider this: what’s going on for them, the buyer? What do they need? How can you help them? Don’t sell, let them buy.

Selling from a Buyer’s Perspective is sales training with a difference. You will get into the mind of the buyer and talk to them from their perspective. It’s not about techniques and sales models and processes, it’s about understanding and empathy and communication. It’s not about ABC (always be closing), it’s about asking and listening. It’s not about AIDA, it’s about helping people make the buying decision that is right for them.

Will you increase sales by attending this training? Absolutely.
Will you be more confident when you are negotiating the deal? Certainly.
Will you find out what is really going on for the buyer? Definitely.

This training is designed and delivered by people who are purchasing professionals and experts in understanding how people communicate.

It is designed for people who want to increase sales and know there is a better way than trying to manipulate people through techniques that only work for the short term.

For further information or to book on the next open training visit and take your sales process to a whole new level.

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