Sales-optimized conversations with the LAB Profile®
Do you ever have the feeling there’s more money to be made? Even though your sales staff has been through numerous trainings? Client typology, objection handling, closing techniques, etc. – why didn’t those bring you the desired result?
Easy: One-size-fits-all sales methods do not work. Every person is different, acts differently, has different needs. Sales reps need to pinpoint their counterpart’s individual, personal triggers. Only then can they match their behaviour to the client’s for a more effectual approach.
The best way to do so is via language patterns; language patterns reveal underlying drivers and triggers. By then matching your own patterns to the client, you will affect both their motivation and their emotion. And eventually influence client behaviour in a positive way.
The LAB Profile® enriches existing sales processes and techniques, every step of the way. Rather than transforming your sales reps into one-size-fits-all automatons, it boosts their arguments and tools. Your sales reps stay authentic!
Content “Sales-optimized conversations with the LAB Profile®”:
- LAB Profile® (Language & Behaviour Profile) basics
- How to identify Motivation Triggers and language patterns
- Enhancing questioning techniques with needs and goals analyses
- Enhancing questioning techniques with needs and goals analyses
- Compelling presentations
- Presentations and arguments for skeptical people
- How to leverage questions and objections
- How to prepare and plan for negotiations and closure discussions
The 8 essential sales topics:
What is important to my client in this context? How do I recognize and utilize their individual quality criteria and drivers?
What compels my client to act? Are they working towards a goal or are they looking to solve a problem?
Is my client looking for alternatives and flexible options? Or do they feel more comfortable with established rules and processes?
Does my client insist on making up their own mind on offers and proposals? Or do they need suggestions, references, certificates, etc. before they can make a decision
How does my client react to change? Are they motivated by the search for something new or a better “same”? How do I phrase my arguments accordingly?
Will my client take initiative or do I need to prompt them into action?
How extensive does the information I have to deliver need to be? How do I best structure it to guarantee optimum processing and retention?
How does my client make a decision based on the information they have? How can I best support them in this decision-making process?
Your benefits:
- Fast track to relevant information
- You can tailor your offer more accurately to client needs; spell it out in strong, convincing presentations
- You'll be more compelling in discussions and negotiations
- You'll be more successful in less time
Bottom-line:
- More sales within a shorter period of time
- Less idling
- Capacity increase, for example for customer aquisition
- More sales success!
Project layout:
- Preliminary, face-to-face discussion of targets and framework
- Training design tailored to your targets and training participants
- Production of custom scripts (co-branded if desired)
- Crafting checklists and documents for training exercises
Recommended training duration: 2 to 4 days*
Recommended number of participants: 8 to 12
* Duration can vary based on training content and training volume