How Getting Into Your Customer's Head is different
Focus on the Psychology of Buying.
Other sales training programs focus on the steps of the sale. Getting Into Your Customer’s Head is different because it focuses first on the psychology of buying. Our core message, that understanding buying is where selling should start, will appeal to your most experienced, tenured salespeople as a new and different approach.
Look at each Sales Call from the Customer's Perspective.
The buy-learning model is a diagnostic tool for planning a sales call that literally forces salespeople to look at each sales situation – and the entire sales process - from the customer’s perspective. The result is more structured, planned and professional sales calls – and more value-added selling.
Optional Customizable Web Application Tools.
Capture the "best practices" of your top salespeople and make those best practices available to all your salespeople by decision-maker type and solution provided.
Our System is Simple, but not Simplistic.
Getting Into Your Customer's Head is easier to learn, remember, apply and (for sales managers) coach because of the eight unique "roles" of selling (including architect, coach and therapist). The visual metaphor system provides a unique, descriptive method that ensures you get maximum retention and application of course material.
Use Customer-First Sales Strategies.
Comprehensive selling system that prescribes customer-first sales strategies for all eight stages of a buy-sell relationship. In short, the Customer’s Head program shows your salespeople exactly how to use their heads throughout a sales process.
Sell Solutions – Not Just Products.
Teaches salespeople how to call "higher and wider," sell solutions – not just products, and master the politics of today’s more complex sale.
Comprehensive Learning Materials.
Our learning materials, include an award-winning book and CD book, helping you extend the learning outside the classroom.
Completely Customizable Programs.
Program delivery and/or materials can be customized to your unique industry and corporate needs.