Participants are shown how to treat each buyer as unique and how to approach each buyer differently - how to respond credibly and create impact "in the moment" through intelligent questioning - always retaining a focus on what is best for the buyer, as opposed to what's best for the seller.
Through the workshop process, participants see that there is a better way to sell - a way that builds sustainable, trust-based relationships.
The full spectrum of IOWEU learning incorporates the following elements:
Identifying potential customers/clients on the basis of the target's preferred buying criteria - to ensure maximum benefit from limited sales time
Qualifying the type and quality of existing buyer relationships and learning how to improve them
Identifying different buyer types and the roles they play in the sales process - and how to influence them
Understanding each particpant's own natural behaviours using the Octagon™ behavioural assessment tool (or similar tool) - and how their behaviour impacts others in the sales process
Using I We U framing to secure a conversation, and quickly establish genuine rapport during telephone or face-to-face conversations
Adopting the SHAPE questioning approach to demonstrate broad interest, establish real needs and envision desired futures - creating genuinely engaging conversations
Applying Levels of Thinking and Spicy Questions to take conversations to a higher level and make them more interesting and memorable for all involved
Using Value Sheets tool to drive a focus on identifying value
Presenting ideas and solutions in ways that are clear and memorable
Agreeing next steps and gaining commitment through the use of CC Notes
Every participant receives a workbook which includes the Octagon™ Behavioural Questionnaire. For in-house workshops, clients' preferred behavioural tools such as MBTI, HBDI, LSI etc may be substituted.