6. What is Buyer-Focused Sales Training?

The Emerging Mind specialises in sales training. The Buyer-Focused Sales Training Workshop is designed to benefit professionals from companies of all sizes, and will be particularly helpful if you as a business:

• Are involved in a highly competitive market place.
• Want to establish your point of difference quickly and easily.
• Recognise the need to escape the discounting wars.
• Aim to sell to the customer’s criteria for value.
• Wish to avoid “fob-off” jargon such as “Now’s not the right time” or “Just send me some information”.

This sales training program focuses on the salesperson’s ability to influence clients (and prospective clients) by meeting their criteria in a manner that achieves customer satisfaction and ensures repeat business.

A buyer’s decision-making strategy is ever-evolving. At different times, their meaning of “value” may change – e.g. sometimes, quality of service may be of highest value to them, while at other times, they may view added features as of most importance. Sales professionals often fail to identify and adapt to this change. After undergoing sales training with The Emerging Mind, these and other assumptions can be recognised, reviewed, and an alternative approach adopted.

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