Buyer Behaviour
Buyer Behaviour
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Importance of empathy and active listening
The Buyer Behaviour workshop is designed to help sales professionals understand how to effectively sell to different types of people based on their behaviors and motivations. The workshop consists of three sessions, including one workshop day and two follow-up sessions. Participants will engage in various interactive and collaborative learning activities, such as case studies, role-playing exercises, and group discussions.
The workshop will cover different topics, such as understanding the behaviors and motivations that drive buying decisions, how to effectively communicate and persuade customers, building rapport and trust with customers, identifying customer pain points, and addressing objections. The workshop will introduce the Strength Deployment Inventory method to help participants understand different behavior types and how to communicate with each type in a way that builds trust and understanding.
Participants will also learn about the importance of empathy and active listening in the sales process.
The workshop will provide participants with practical tools and strategies that they can apply to their sales approach immediately. By developing a deeper understanding of buyer behavior and how to effectively communicate with customers, participants will be better equipped to build strong relationships with their clients and drive business growth.
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Understanding Buyer Behaviors
Participants will learn about the different behaviors and motivations that drive buying decisions. They will explore how to recognize and adapt to different buying styles and personality types, and develop a deeper understanding of how to communicate effectively with each one.
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Effective Communication and Persuasion Techniques
Participants will learn how to communicate and persuade customers in a way that builds trust and understanding. They will explore how to effectively listen to customer needs, ask the right questions, and address objections.
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Building Rapport and Trust
Participants will learn how to build strong relationships with customers based on empathy, active listening, and effective communication. They will explore the importance of understanding customer pain points and how to address them, as well as how to build trust through authenticity and transparency.
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Using the Strength Deployment Inventory Method
Participants will be introduced to the Strength Deployment Inventory method to help them understand different behavior types and how to communicate with each type in a way that builds trust and understanding. They will learn how to apply this method to their sales approach and develop a deeper understanding of how to communicate effectively with customers.
SKILLS
Communication
Participants will learn how to communicate effectively with customers, including how to convey information and ideas in a clear and compelling way. They will practice active listening skills, learn how to ask the right questions to uncover customer needs and pain points, and develop strategies for building rapport and trust.
Creativity
In the workshop, participants will learn how to think outside the box and come up with innovative solutions to problems. They will explore various techniques for generating creative ideas and brainstorming strategies to help them develop unique approaches to engaging with clients and closing deals.
Public Speaking
Participants will learn how to speak confidently and persuasively in front of an audience. They will explore techniques for engaging their audience, delivering their message clearly, and handling questions and objections.
Empathy
Participants will learn the importance of empathy in sales and how to develop this skill. They will explore techniques for active listening, understanding customer pain points, and building trust and rapport with customers.
Problem Solving
Participants will learn how to approach problems systematically, identify root causes, and develop effective solutions. They will explore different problem-solving techniques and strategies for working collaboratively with others to solve complex problems.
Presenting
Participants will learn how to deliver a compelling sales presentation that engages their audience and communicates the value of their product or service. They will explore techniques for storytelling, visual aids, and interactive elements to create a memorable and impactful presentation.
Flexibility
Participants will learn how to be adaptable and flexible in their approach to sales. They will explore techniques for adjusting their sales approach to fit different customer needs and personalities, and strategies for dealing with unexpected situations and challenges.
Active Listening
Participants will learn how to listen actively and effectively, including techniques for clarifying information, probing for further information, and understanding the underlying needs and motivations of customers. They will explore how active listening can help build rapport and trust with customers and lead to better sales outcomes.
METHODS
The workshop will use a variety of engaging and interactive methods to help participants learn and practice their skills. Participants will work through case studies and simulations to gain practical experience and put their skills into action. They will also have the opportunity to engage in debate and discussion, receiving feedback from both the instructor and their peers. Presentations will be used as a way for participants to showcase their skills and receive feedback from the group. Finally, debrief sessions will be used to reflect on the learning experience and identify areas for further development. Gamification will be used throughout the workshop to keep participants engaged and motivated, with points and rewards given for active participation and successful completion of tasks.
Lead Tutor - Mrs. Madalina Vechiu
Madalina Vechiu is a highly experienced CEO with over 18 years of expertise in the Sales and Education industries.She specializes in various topics such as Telesales, Buyer Behavior, Challenger Sales, Sales Cycle, Neuroscience, and Sales Instinct/Intentionality.
Madalina has collaborated in sales transformational projects with several renowned companies including Servier Pharma, Leo Pharma, Orange, Coca-Cola, Oracle, Amway, Nordic Group, 2CheckOut, and Sodexo in sales transformation projects.