The world of the buyer has changed.
Historically, if they wanted to purchase a vacuum cleaner they had to wait for the Hoover salesman to visit their street. Then there were retail stores that were open during set hours. Now they can purchase anything they want, whenever they want and wherever they want.
This momentous shift in the mindset of the buyer has huge implications for anyone who has a product or service to offer. You can no longer rely on a traditional "features and benefits" approach because all the information is already available online. To be successful at negotiating in a modern business world you need to aquire a deep understanding of what your prospect values to create and nurture a long term trust based relationship.
However, this is not as straightforward as it seems and that's what this workshop will help you to overcome.
You will learn:
- The skills needed to aquire emotional insights into what your prospect truly values.
- Why focusing on the specifics of your offering will always end in failure.
- How to create a meaningful, trust based connection that becomes the foundation of a fruitful, long term working relationship.
- How to delight and not annoy your prospects and give yourself a competitive advantage.
This is a hands on workshop with one to one exercises that will give you tools you can apply straight away.
A light lunch and refreshments are included.