The old fashioned hard sell
doesn’t cut it any more. People want to buy, not be sold to. People buy people,
not products or solutions. Buyers are looking for control, empathy and
personalisation of approach.
Feminine values support this type of
sales process. Females tend to value:
- Attention to process, not task.
- Concern with impact of business decisions on people.
- Integration of personal/ private life; building relationships in the
workplace.
- Collaboration.
In other words, females are intuitively smarter sellers. Based on the
principles outlined in the bestselling book "Smarter Selling" written by Keith
Dugdale and David Lambert (FT Prentice Hall, June 2009) which deals with the
human element in the seller buyer relationship.
Learning Objectives:
- Learn how to understand and change the relationship with your buyer
- Develop rapport building skills
- Learn how to cement credibility and trust
- Practice building sustainable, trust-based relationships
Click here for
full course details and to download the booking
form.
