EBS - Diagnostic Selling: Understanding Your Client [20-Aug-2018, Brisbane]

Diagnostic Selling: Understanding Your Client

Fundamental to the success of your relationship with your client is to place your client’s needs at the very centre of every conversation. We know that building deep rapport and understanding through strategic, diagnostic conversations enables you to position solutions to your customers, rather than selling products. This workshop will provide you with a structured methodology that can be personalised, enabling you to foster and enhance real connections with clients. Through this approach, you will be able to identify the needs, challenges and future opportunities of your clients. In turn, you can educate and challenge them with new ideas and perspectives, creating a compelling and relevant solution based on insights into their emotional and rational needs. Key take-outs include:

• Develop a structured yet personalised sequence for client conversations
• Learn and practice world class questioning techniques to unearth spoken and unspoken needs
• Frameworks for more effective influencing, persuasion and storytelling skills
• Tips on handling objections and nightmare situations
• Recognising how to truly add value to your clients by making the conversation all about them

Please note: Workshop fee of $540.18 includes GST.