“Trying to sell to someone without an understanding of who they are is like sitting in a room with the lights out, hoping to stumble across what you are looking for.”
This workshop is for new and veteran sales professionals alike. Regardless of what sales technique or style you are using, sales is all about people. Yet we know little about how they work. Understand a little more about how people tick and your sales will soar.
Martin’s workshop “Sales Development Through Personality“ will amaze and delight even the most seasoned sales professional. He will take you step by step through the process of building and understanding a personality profile. He will show you how people tick and what that means to you as a sales professional.
Some of us have excellent natural ability and an instinct for sales. This workshop shows you the component parts of what you may be doing instinctively, so that you can repeat your best performances time and time again. Even those without a natural instinct can apply these simple processes and significantly increase sales performance.
Who are you talking to?
Everything we say, think or do is determined by our personality. Without an understanding of the personality type you are selling to you cannot accurately or reliably guess how someone will behave and therefore it is extremely difficult to sell to them. Without knowing who you are talking to you are making it much harder than it needs to be.
This workshop will show you how to figure out who you are talking to.
Getting a buying decision
Our personality determines how we reach decisions. If a sales person is trying to get a buying decision out of a customer without an understanding of how that person reaches decisions then they will more often guess it wrong than right. However you don’t need to guess.
Understand the personality you are dealing with and you will understand how they reach decisions.
Personality affects everything
When you realise just how much of our every day lives is influenced by our personality then you can do something about it. Here are just some of the personality issues you encounter every day;
- Security & Safety
- New things and ideas
- Written or spoken
Your Difficult Person
We all have a difficult person; someone that we naturally irritate. This doesn’t mean you can’t do business with them but if you are not sensitive to it then you will find it very difficult to do business. This workshop will help you understand who you are and what your difficult person looks like. it will also help you understand what you need to do to overcome it.
Martin explains the very abstract subject of personality in very physical ways, using Tai Chi and Kung Fu. It’s fun and fast moving and really makes you think. You will never look at another prospect the same again.