Four Dimension Selling
Four Dimension Selling is based on sound psychological principles about what motivates people to make decisions. It gives sales people the mindset and behaviours (both emotional and rational) needed to successfully facilitate customer’s buying decisions in a respectful, rewarding manner.
Four Dimension Selling can be adapted to any market sector or for anyone interested in refining their selling skills.
Four Dimension Selling is presented over three days by Susan Taylor, a Master Trainer in the field of successful selling. The cost of this two day workshop is $4,200 (ex GST) per day for a group of up to 15 people.
Day 1: Foundation skills
Getting the best outcome from customer interactions
- Distinguishing between customer-centric and sales- or product-centric behaviours
- What is Best Practice?
- What is the number one roadblock to shared understanding and lost opportunity?
- Creating a specific Roadmap for your customers buying decisions
- Learning the listening and clarifying skills you will use the rest of your life.
- Learning the four dimensions of questioning that will differentiate you
- Succinct, compelling presentations
- Asking for customers' next steps
Day 2: Advanced skills
Getting the best outcome from customer interactions
- Understanding different types of rapport
- Diagnosing customers' communications and information preferences
- Reading people's hidden decision drivers: psychological and strategic
- Questions that help customers to see gaps and discrepancies in their thinking
- Using versatility to enlarge your footprint
Day 3: Advanced skills
Managing customer resistance
- Understanding resistance: covert, overt, emotional, rational
- Where customers get stuck in buying decision process
- Getting back into rapport: acknowledging, empathy and active listening
- Tools for managing resistance: subconscious, emotional, rational and charismatic
- Processes for managing resistance
Contact
For details and bookings, please contact Susan Taylor or Paul Donovan
