Precision Selling
The Art of Reading the Customer
The Art of Reading a Customer & Gaining Commitment
Your customer is continually sending you cues and signals about how they are thinking and feeling at any given time during your presentation.
The secret is knowing how to recognise and read those cues and signals in order to adjust your approach accordingly.
Going much further than just simple ‘body language’ principles, this fascinating session will show you how to read and understand what your customer is actually communicating to you – well beyond words alone.
• Knowing when to ask for the order. Discover that there is only one appropriate time to ‘close’ a sale and avoid being perceived as ‘too pushy’.
• How to ’listen’ to what your customer is saying about their emotional state at any time during your presentation.
• Asking the right questions that will elicit the non-verbal information you need, in order to know precisely the current buying state of your customer.
• It’s all about timing! Learn why the traditional approach to using trial closes may be ineffective and how your timing plays a critical role in closing the sale.
• ‘Gut feel, intuitive hunch’ or is it the art of calibration? Develop the skill of reading the non-verbal signals of your customer to know when they are in an appropriate state to buy.
• The power of observation; understand the difference between what we may perceive to be a buying signal and what is actually a buying signal.