TAILOR-MADE TRAINING (IN COMPANY)
Led by sales experts, this “Sense of urgency selling” training goes beyond traditional sales training. We delve into the psychology of buyer behaviour, the science of effective communication and the strategic implementation of urgency to close deals quickly and decisively.
It’s not just about selling a product: it’s about mastering the art of influence and persuasion. Our training programme is designed to equip your team with the skills and mindset they need to give your customers a sense of urgency and reduce their resistance to change so that they take action.
Our training provides practical insights, real-life scenarios and actionable techniques that will improve your sales skills. Your sales team will learn to identify key triggers, tailor your approach to individual customers and master the art of creating urgency without being intrusive.
THE KEY OBJECTIVES
1. Introducing “change management” in sales.
2.Understand why people do not want to change suppliers/products or put it off.
3. Manage resistance to change in sales.
4. A new sales strategy: how do you create urgency for your product or service?
PROGRAMME
Introduction
The change process in sales.
- Definition of change.
- The stages the customer goes through during a change process
- Discovery
- Resistance
- Learning
- Commitment
Why do we put it off or don’t want to change supplier/product?
- Identifying and anticipating resistance to change.
- Resistance to change and its interaction with the dual power of purchase motivation: pain and pleasure.
- Relational causes,
- Situational causes,
- Practical causes,
- Human causes.
- There is no real change without emotional implications.
- The Kübler-Ross model (emotional responses to change).
- Change is both an unlearning and a learning process.
Managing objections to change.
- A whole new way of dealing with objections.
- Techniques for dealing with objections to change.
- Using the right words to respond to objections.
- Turning resistance into a positive perception.
A new sales strategy: how to create urgency.
- Beckhard and Gleicher’s formula for change.
- A new sales strategy:
- The DERBN technique: What are the dominant emotional reasons to buy now?
- DLRBN technique : What are the dominant logical reasons to buy now?
- DRNB technique : What are the dominant reasons not to buy?
- What questions should I ask? From need to necessity…
- Needs
- Desires
- Injury
- Authority
- Budget
- Convincing the customer to change:
- Confirmation
- Facts
- Benefits
- Benefits (DERBN)
- Evidence DLRBN) Question
A 3-step plan to reassure customers about their new choice.
Individual action plan.
TRAINING METHOD
Discover
Before the training, we send participants a customised online survey to measure their current skills against various criteria. We also look at their individual expectations and the type of difficulties they have. This allows us to work on each participant’s personal difficulties and initial communication with the trainer. We can also design a video presentation by the trainer (optional).
Deliver
- Hands-on training
- Classroom option: 1-day training (with exercises and role-playing).
- Webinar online option:
- VAH Consulting studio.
- 1 module of 2 hours.
- Tailor-made intensive training: in-depth analysis of buying behaviour.
- Mnemonic with tips & tricks.
- Action plan and objectives.
Decondition
- 1 month after the course, participants receive a reminder email with their individual action points and photos of the course (optional).
- 3 months after the course, participants receive an online survey to measure the development of their skills in relation to the selected criteria. This makes it possible to measure the Return On Investment of the course, even for soft skills.
Check out the complete training offer of VAH Consulting.
More Info
Contact us for more information. If you would like more information about the content, you can always request an appointment with no obligation.
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