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Moving from Seller's Perspective to Buyer's Perspective

Moving from Seller's Perspective to Buyer's Perspective

Prime 5.0

Created by   Strategy to Revenue

Category   Marketing/Sales   >   Sales Training

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Duration 120 minutes
Audience Employees

Description

Ever want to get inside the mind of your buyer? To find out what gets them to say, “yes”?  This comprehensive program shows you how to do just that. Over the course of five key courses, you will learn the process buyers go through to come to a decision, what gets in the way, and how to trigger those ‘aha’! moments in your buyer that make all the difference. This program could change everything! 

Table of Contents

Selling with a Buyer’s Perspective - Full Course
Knowing your Customer’s Buying Process - Full Course
Hidden Competitor - Full Course
Insight Selling - Full Course
Discovery with a Buyer's Perspective - Full Course

What you'll learn

How to sell with a buyer’s perspective

An understanding of the process a customer goes through when they buy

The reasons that stop customers from buying from you

How to use insights to move the customer forward

A modern approach to customer conversations and collaboration

Languages

English

Skills you'll gain

selling sales buying process customer's perspective buyer's perspective insight selling sales process competition Insight win sales conversion rate win rate

Details to know

Certificate
Bookmark

Moving from Seller's Perspective to Buyer's Perspective

Selling with a Buyer's Perspective - Adapt to Thrive
Selling with a Buyer's Perspective - Adapt to Thrive
Knowing the Customer's Buying Process 1 - The Buying Clock
Knowing the Customer's Buying Process 1 - The Buying Clock
Introduces the learner to the customer's buying process and the Buying Clock.
Knowing the Customer's Buying Process 2 - Exploring the Buying Clock
Knowing the Customer's Buying Process 2 - Exploring the Buying Clock
Reinforces and checks understanding of the Buying Clock by describing various customer behaviors and assigning them the correct phases.
Knowing the Customer's Buying Process 3 - Working With the Buying Clock
Knowing the Customer's Buying Process 3 - Working With the Buying Clock
Goes more deeply into the Buying Clock and what to expect when working with it to move customers toward a sale.
Hidden Competitor 1 - Identifying Your Competitor
Hidden Competitor 1 - Identifying Your Competitor
What if the competitor getting in the way of closing a sale is not what you think it is? What if it's something hidden? This module introduces the Hidden Competitor.
Hidden Competitor 2 - Understanding Service In Place
Hidden Competitor 2 - Understanding Service In Place
Digs deeper into the hidden reasons a buyer might not want to make a change just now. Some may be quite surprising.
Hidden Competitor 3 - Know Your Customer's Situation
Hidden Competitor 3 - Know Your Customer's Situation
Shows how to move forward with a buyer — and addresses the Hidden Competitor — by gaining and using situational knowledge about the buyer's business, challenges and goals.
Hidden Competitor 4 - Compete Against the Hidden Competitor
Hidden Competitor 4 - Compete Against the Hidden Competitor
Provides advice for how to find and eliminate Hidden Competitors of all kinds.
Insight Selling 1 - Insight Selling and Why it is So Powerful
Insight Selling 1 - Insight Selling and Why it is So Powerful
Defines sale 'insights' and their impact on the buyer.
Insight Selling 2 - Insight In Action
Insight Selling 2 - Insight In Action
Shows examples of simple and disruptive insights and how they can change the course of a sales conversation.
Insight Selling 3 - Using Insight and the Customer's Buying Clock
Insight Selling 3 - Using Insight and the Customer's Buying Clock
Illustrates how where the customer is on the Buying Clock impacts the choice of insight to deliver.
Insight Selling 4 - Impactful Insights
Insight Selling 4 - Impactful Insights
Gives further guidance on how to customize insights to the situation.
Insight Selling 5 - Insight Selling Preparation
Insight Selling 5 - Insight Selling Preparation
Shows where to find the information needed to customize insights to specific buyers.
Insight Selling 6 - How to Deliver Your Insights Effectively
Insight Selling 6 - How to Deliver Your Insights Effectively
Describes what does and doesn't work when delivering sales insights.
Discovery with a Buyers Perspective 1 - Introduction
Discovery with a Buyers Perspective 1 - Introduction
Why the discovery process must shift from the salesperson's to the buyer's.
Discovery with a Buyer's Perspective 2 - The Process
Discovery with a Buyer's Perspective 2 - The Process
Introduces a new framework for effective sales conversations that moves a buyer to making a discovery and commitment to move forward.
Discovery with a Buyer's Perspective 3 - Using the DC2 Framework
Discovery with a Buyer's Perspective 3 - Using the DC2 Framework
Uses a case study to show a salesperson would prepare for a discovery conversation.
Discovery with a Buyer's Perspective 4 - A Discovery Conversation
Discovery with a Buyer's Perspective 4 - A Discovery Conversation
Presents the resulting discovery conversation in the form of a video call.
Discovery with a Buyer's Perspective 5 - What Just Happened?
Discovery with a Buyer's Perspective 5 - What Just Happened?
Reinforces the use of the DC2 Framework by interactively examining the call just seen and summarizes how each part of the framework was used in this example.

Strategy to Revenue

We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.
Price per license
$94.99
No. of licenses
Total
$94.99
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