The skills in Decision Process Selling help the salesperson get the job done.
The Decision Process Selling Program
| Each customer is different. Each is in a unique situation and has a unique set of expectations and requirements. Yet all customers go through a similar purchase decision process when making an initial purchase or considering switching suppliers. Salespeople who effectively involve themselves in a customer’s purchase decision process gain a powerful advantage in today’s highly competitive marketplace. | |||
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Sales approaches that promise to give the salesperson the upper hand are
outdated. The customer owns the purchase decision process. Nothing will change
that. When a salesperson tries to grab control of the process customers often
become protective, pushing the salesperson away. On the other hand, customers
value salespeople who understand the purchase decision process and help make it
productive. This collaboration puts the salesperson in position to influence the
course of the process and therefore its outcome. The skills in Decision Process Selling help the salesperson get the job done.
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Target Population |
Course Length |
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Sales Professionals with a minimum of 1 year selling experience, with on-going customer relationships. |
Two and a half days |
| Decision Process Selling Program Outcomes | |||
| Decision Process Selling Program Modules | |||
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