Sales & Presentation skills
Product focused, push type selling is no match for an approach that methodically sets out to detect, understand and connect with emotional motivations of the prospect and translates these “findings” into a means by which the salesperson and the organization they represent can connect meaningfully and be seen as a vital answer to what prospect’s seek. This course aims to do just that, informing the player of the key ways emotional intelligence plays a role in presenting to prospects, identifying need states, and closing a deal.
These course sections, taken together, are designed to inspire, encourage and equip the player with the tools of selling with emotional intelligence. The levels are:
Level 1:The Hidden Agenda: Connecting to emotional motivations
Level 2: Prospect Profiling: Understanding decision styles
Level 3: Creating Your Pitch: Synthesizing your connection
Level 4: Objections and Negotiating: Building an emotional bridge
These are classic selling steps, vital to any sale, but in this instance, the approach to each one is emotionally sensitive and driven by human motivations.