Using persuasion to differentiate the consultant, the offer, and the company.

Perception Selling is a consultative sales training program that enables individuals to differentiate themselves by gaining the skills to understand clients and prospects’ perceptions and the unique way in which they make purchasing decisions. The skills developed in this program help participants sell through a process and increase their closing ratio by influentially communicating through the sales cycle.

Perception Selling develops control and flexibility to deal influentially in a variety of situations and with a variety of individuals. This business development course advances the relationship with the prospect and promotes long-term business partnerships. We develop the skills of the participant to uncover all the opportunities for their organization, not just the opportunities that relate to their division, unit or practice.

Perception Selling also complements sales training that an organization has previously taken, focusing on tactical sales approaches. Perception Selling is tailored to include verbal and kinetic communication skills training and the tactics to move an opportunity successfully through the sales cycle.

Note: Perception Selling Level II also provided once Perception Selling Level I has been completed. Also available in a two to four hour session.

Key Learning Outcomes:
Participants will have the skills to:

• Obtain a deep understanding of how prospects/clients make buying decisions
• Influence prospects/clients by providing the right solutions that meet personal and company objectives
• Uncover all possible business opportunities for now and for the future
• Differentiate themselves, the offer, and the company in every interaction
• Participants will also develop awareness to get to their individual next level of effectiveness

Who should attend?

• Professionals who are experts but have a duel role: business development and to consult with clients
• Experts and novices who need a consultative approach to winning and maintaining business
• Experienced Account Managers who want to grow current relationships and build new business
• Sales Managers who want to take their team to the next level

Recommended Sessions: Avoiding the Firewall; Ignite Your Competitive Difference; Fuse the Flame