The Science Of Sales: Predictive Decision Patterns

The Science Of Sales: Predictive Decision Patterns PC CD-ROM learn to sell! help 



Gartner Group 



**The Science Of Sales: Predictive Decision Patterns**

The "Science of Sales: Predictive Decision Patterns" course is designed to equip sales professionals with advanced strategies to understand and influence client decision-making processes. Through a combination of theoretical insights and practical techniques, this course helps salespeople develop a nuanced approach to tailoring their sales tactics to individual client needs and behaviors.

Learning Objectives

By the end of this course, you will be able to:

**1. Determine Your Client’s Decision-Making Process**

- **Identify the "Gatekeeper" Pattern**: Gain the skills to recognize how your client makes decisions and learn how to align your approach to match this pattern effectively.
- **Adapt to Client-Specific Processes**: Understand the nuances of different decision-making frameworks and adjust your strategies to fit the unique preferences of each client.

**2. Understand Your Client’s Motivation**

- **Motivational Analysis**: Determine whether your client is motivated by moving towards goals or away from problems. This understanding is crucial for tailoring your sales pitch.
- **Customized Sales Approach**: Develop techniques to appeal to your client's primary motivators, ensuring that your sales strategy resonates on a deeper psychological level.

**3. Profile and Respond to Your Client’s Behavior**

- **Behavioral Profiling**: Learn how to accurately profile your client's behavior using a variety of tools and techniques.
- **Strategic Response**: Craft responses that build agreement and rapport, enhancing your ability to guide clients toward a positive decision.

**4. Structure the Sales Close**

- **Step-by-Step Process**: Discover how to structure your sales close using a detailed, step-by-step approach that leads the client through a logical progression.
- **Flexible Closing Options**: Understand when and how to offer multiple closing options to cater to clients who prefer a more flexible decision-making process.

Course Benefits

- **Enhanced Client Understanding**: Develop a comprehensive understanding of your clients' decision-making patterns and motivational drivers.
- **Improved Sales Effectiveness**: Implement proven techniques to influence client behavior and increase your closing rates.
- **Customized Sales Tactics**: Tailor your sales strategies to fit individual client needs, resulting in more personalized and effective interactions.
- **Increased Confidence**: Gain confidence in your ability to handle diverse client scenarios and close deals more efficiently.

Transform your sales approach with "The Science of Sales: Predictive Decision Patterns" and become a master at understanding and influencing client decisions.

For Windows (32-bit Systems) [*Please review compatibility/platform sections in 'What You Get']


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