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IQ-ABC™ Consultative Selling Workshop
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"The greatest benefit for me was the way I think. How to analyse the customers and how to approach them."
"IOU and SHAPE. It really taught me how to deal with my customers in the correct way." | |
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The thinking person's approach to building long-term "partner" relationships.
By the end of this workshop participants understand the concepts underpinning IQ-ABC™ Consultative Selling and are in a position to apply the techniques, including how to:
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Identify potential customers/clients for their services or products |
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Qualify the type and quality of existing customer relationships and improve them |
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- Identify different buyer types and the roles they play in the sales process
- Understand how being sensitive to personality types can help build better relationships
- Apply the IOU© approach - a framework for establishing rapport and building trust during face-to-face meetings
- Apply the SHAPE© approach - a framework for understanding needs and envisioning the desired future state
- Agree next steps and gain commitment
- Avoid the folly of long formal proposals that eat time and do not win work
- Gain the advantage in formal presentation situations
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Participant profile
Professionals with sales or customer relations responsibilities and other staff who need to build better, trusting relationships with clients, customers or suppliers.
The programme follows a similar pace and direction regardless of participants' seniority but works particularly well with middle and senior management who can reflect on their own selling experiences and recognise the benefits of consultative selling.
Materials
All participants receive an IQ-ABC™ Consultative Selling workbook containing detailed explanations, tips and ideas, plus cue cards. Everything needed to put the IQ-ABC™ consultative selling techniques into practice.
To find out more, please contact info@mentaction.co.uk. or click here.
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