You've asked him about it and he's baffled. Quite honestly you are too. Maybe it's time for a different approach.
Customers will be customers. Won't they?
Designed for those with sales responsibility either face-to-face or via the telephone, Power Train's Selling programmes and events cover all the key competencies, from benefit analysis to handling objections and closing the sale. But they also introduce a concept crucial to success: that different personality types respond and behave in very different ways as customers.
Through intensely practical discovery sessions that focus on your products and services, your sales people will do more than develop those key competencies. They will also learn how to adapt them to the personality needs of each individual customer. Should I socialise or get straight to the point? Should I paint the fine detail or the big picture? And what features and benefits will hit the mark with this particular customer?
Power Train Selling events are built around our unique concepts and delivered by specialist teams of meticulously rehearsed Training and Actor Consultants. They're not about quick-fix, superficial solutions, but proven techniques that work. And because, during intensive ‘workouts’, participants discover the truth for themselves, they quickly acquire and retain the skills, judgement and behaviours needed to make the sale.
What will it do for you?
Clients tell us they see immediate and sustained quantifiable improvements across a range of measures including conversion rates, average transaction values, reductions in aborted sales, and achievement of up-selling and cross-selling targets. Other benefits are increased customer advocacy, customer loyalty, mystery shopper and Net Promoter Scores together with reductions in customer complaints.
Read a true-life example of a Power Train Selling programme in action.
