All About the Customer
A day dedicated to your buyers!
Did you know half over your buyers don’t want to see your sales team at all?!
You may notice sales cycles getting longer, buyers harder to engage and a wholly less efficient and effective prospecting plan. What got you here may not get you there. You must start with the buyer to remain relevant for a changed market.
Get a better understanding of the changing buyer for long term, sustainable sales success.
What is it?
This engaging training day is designed to put your best customers front and centre of the conversation. We spend the day focussed on the shift in buyer behaviours, habits and expectations. The team will leave with a refreshed and relevant application of why it matters to better understand their best buyers.
What We Cover
Did you know, over 90% of every buying decision begins online? Buyers expect to be able to inform themselves and solve their own problems. Too often businesses will keep the best of their services hidden for fear of the competition seeing! This damages your potential to engage buyers how they expect to be able to engage.
Can you imaging having a clear view of why buyer actually buy from you and the actual problems you help them solve? It may surprise you, but most likely your buyers don’t wake up in the morning wanting your product! But what is it they really want? Let’s figure it out!
- What stigmas exist in your industry or sector? Do you ever speak about them or are you telling the same story as everyone else? If you show your buyers that you understand them more than your competition, you are likely to have more of the conversations that matter.
- Are the sales team waiting to take orders? Are you finding buyers harder to find? Do you find buyers wanting to exclude the sales team and just get on with it themselves? Over 80% of a buying decision is made before a buyer engages an organisation. What you do before this engagement is vital for modern sales success.
- You wouldn’t walk in to a room full of strangers and simply shout ‘Buy my stuff!’ and expect any kind of positive outcome. How we build trust in a digital age matters. How the sales team embrace this challenge is key to sales success.
- When did you last communicate with your existing customers? Have you leveraged the voice of your customer? Do you encourage feedback or is no news good news, they’ll tell you if something is wrong? Let’s embrace the existing customer base and really maximise the potential they bring!
Who should attend?
We encourage the sales team, sales management as well as the marketing function to attend this day. It may be encouraged that anyone with a customer facing or buyer engaged position should contribute to this session. We believe a customer experience is impacted by all departments of the business, so please do encourage non sales team members to attend also.
Learning Objectives
Using our workbooks and action plans, the team will have a much broader and intimate understanding of the changed buyer that is relevant to the business. By the end of the session team members will be able to:
- Explain the importance of understanding their buyers better
- Build their own buyer personas based on the 6 key profiling themes
- Identify and apply different motivations that may lead to better conversations earlier in the buying journey
- Build confidence in their ability to stand in front of the brand and not hide behind it
- See quick wins from the low hanging fruit of your existing customers, leveraging the power of existing customers to build a better holding pattern of potential buyers.
