Selling today starts with the customer, not the product. It requires creative thinking and new approaches. Your representatives who sell at profitable margins and offset the daunting price competition should follow a pattern of “customer first”. Instead of selling product specifics, these people are thinking of how to motivate the customer to buy.
Behavioral Selling Skills teaches selling organizations and people to stop “pushing” products and to start “pulling” their customers to buy. The program focuses on building trust and motivating customers through a deeper understanding of their needs. When customers face risky buying decisions they prefer to deal with people “they know” and who know them. They want people they like and trust to help them work through the buying process. Without trust a significant relationship is unlikely to develop.