8 - 12
We examine the types of trust, which can be established between a salesperson and the customer, then depending on your type of industry and your personality the trust strategy will be designed. Throughout the course we are working with DEVELOR’s Relationship Triangle, a unique tool to determine the way salespeople will establish trust and increase the chances of closing the deal.
Once the strategy has been established the course goes through a series of techniques and their applications in real life. These include ways to create a favorable first impression and other techniques to increase your “likability”; adjusting the salesperson’s behavior to the customer’s behavior based on the DDS purchasing behavior typology and the 6 ways of influencing as researched by Dr. Cialdini. In the second part of the program we focus on sales attitude mindset and how it influences the ways we can exceed customer expectations.
The uniqueness of the course is the recogition that there is no one way of trust building. Depending on the type of industry and the sales strategy of your organization, salespeople need to tailor their ways of building trust and their credibilty. Customized situational exercises help participants to recognize which type of trust is preferred by the customer, which will lead to a successfull sales result.
Let’s talk and build the right solution for you.
Leave your details and we will contact you shortly.
All of us are parts of different teams, and our success is highly determined by the members of these teams. Our specific Insights-based program focuses not only on development of the individuals, but also on the common development of the team.
As experienced salespersons, we probably have a wealth of knowledge and tools in place to be successful. What if we could prepare and lead our sales conversations even more thoroughly, based on the style and needs of our Clients?
Did you fall in love with the colorful world of Insights? You want to take advantage of it in even more areas? This course covers the leadership aspects of Insights. It teaches leaders how to tailor their approaches based on the individuals’ personality styles.
Employees in biggest demand are those who are adaptive, agile, with growth mindset and able to lead themselves and others. Lumina Spark’s colorful language inspires people to develop their skills even further.
Our world is undergoing rapid changes in many arenas. Our customers are getting more powerful and make demands which have not been seen before. They want to be served through various channels, they want to get things done fast, seamlessly, without efforts. Customer Experience is a key differentiator in today’s business
Over the past period, remote work and online communication have become the new routine in the lives of many teams. This virtual distance brought a new set of challenges not only in how to successfully operate, but also in how to maintain team spirit, the feeling of togetherness, and improve collaboration&communication.
Researches indicate that when people are more than 50 feet apart from each other, their likelihood of collaborating more than once a week is less than 10%. This implies specific challenges for them beyond the usual demands of any traditional teams.
How is it possible to live up to every expectation and cram everything into just 24 hours? What is ‘quality time’? Is it what we live at home?
Salespeople, or indeed anyone, who is interacting with internal or external clients are often too focused or pressed to focus on their product features and on their sales targets. In their daily routine the most important questions tend to be forgotten: what does the customer need and how are we perceived by them.