Understand how your customers differ from you
Customers differ in how they prefer to be approached, gain information, and make decisions. These differences are the primary “people issues” that arise in any purchase process. They are also the main aspects of psychological type preference that can be uncovered using the MBTI® assessment.
Using type to understand these differences is an effective and reliable way to tailor your behavior and adapt to your customers’ communication style during the sales cycle.
Learn to hear your customers’ needs and speak their “language”
Using type as a framework, we will show you how to talk about a product or service in a “language” or manner to which the customer can best relate. This often uncovers hidden issues and needs. Salespeople with an understanding of type can use their skills to explore these issues, see implications the customer may not be aware of, and cross-sell to meet these overall needs.
Build the necessary relationships for action
Many customers will not talk in depth about their needs to someone they do not know or trust. A salesperson needs to build a foundation for this trust and for action. You’ll learn how to carefully observe the behavior cues of your customers and adapt your selling behaviors to match. Mirroring the words, tone, and pace of your customers, presenting in a manner best suited for a particular type preference, and listening well and exhibiting good product knowledge are all ways to build the relationship. When a relationship has been built, there is often a switch in a customer’s perception from “This salesperson is thinking of his or her own needs” to “This salesperson is thinking of me and what’s in my best interest.”
PSYCHOMETRICS & SELLING PROGRAM BENEFITS
At the conclusion of the training, participants will:
- Understand personality type preferences
- Understand your own type preferences
- Understand how your customers differ from you and from each other
- Learn to hear your customers’ needs and speak their “language”
- Build the necessary relationships for action
- Maintain loyal and long-term customers
PROGRAM COMPONENTS
Market Analysis
CPP Professional Services provides Research Services that generate data to identify the type distribution of your customers. This data arms your sales force with unique insight into how your customer communicates and makes decisions.
Workshop
The workshop is highly interactive and incorporates pair and group exercises, as well as individual coaching. Where appropriate, exercises involve participants and enable them to use their own work situations to apply the concepts and practice the applications. Pre-work includes taking the MBTI® assessment online.
Individualized Development & Action Plan
A Development and Action Plan is provided and customized to include analysis of:
- Your target market
- How your personality affects your sales style
- How to adjust your style for each customer
To discuss how the Psychometrics and Selling program can immediately impact your sales efforts, call Customer Relations at (800) 624-1765 or, click here. |
Psychometrics and Selling is a research-based program customized for the unique needs of your sales force. Sales representatives will learn techniques that enable them to communicate uniquely and effectively to each individual customer by leveraging the power of the Myers-Briggs Type Indicator® (MBTI®) assessment. In addition, standardized data for potential target markets will be evaluated and incorporated into a Sales Development and Action Plan personalized for each representative.