Sell the way your customer buys

While there are many different personality types of customers we have been able to narrow down automotive buyers into three categories: 

- Logicical

- Emotional or Impulsive

- Blended

This training teaches automotive sales professionals how to: 

- Attract the right buyer for each vehicle type.

- Create Content to support the buyer's journey

- Engage with them to identify where they are in the buyers journey and their needs.

- To get them to Commit or close the deal.

- Measure and build community around you existing customers and drive more sales through referrals.

Read: 7 Questions Car Sales Reps Should Be Asking Customers

There is a major gap in the insurance industry. That gap is between how agents reach out to prospective customers and how prospective customer wants to be connected with, educated and sold insurance.

Two main challenges we address in our training 

1) The Sales Approach

2) The Unique Value Proposition an Agent

In our training we teach agents how:

- Use social media and other digital mediums to educate, build trust and Attract prospective clients.

- Draft a series of questions to Engage with prospects to identify needs based on where they are in their journey.

- To get prospects to Commit and close the deal.

- Nurture existing clients and grow their portfolios as their family and needs.

Read: 3 things insurance agents can improve on and grow their business

The office equipment, furniture and supplies space is highly competitive and very commoditised. 

For the customer it's great because there is the power of choice, however, for the vendor (seller) it's extremely difficult as customers group everything and everyone together. 

All chairs and printers are the same, right?...Wrong

So, how can companies correct this?

Three ways: 

1. Their marketing teams must do a better job of selling VALUE and not features and specs
2. Their sales professionals must engage, communicate and compete on value and not features, speeds and feeds.
3. Blending Inbound and Outbound sales strategy between sales and marketing.

Read More About: What is Inbound Sales Here.

Tech base sales can be a very complex, competitive and challenge.

Based on the offering, most tech firms have a target audience composed of medium, large and  enterprises organisations with very particular needs.

The sales approach has to be two things consultative and very value centric, however, in many instances it's normally focused on one thing...price.

In out training we teach sales consultants, to lead the conversation with value and how to remove price from the conversation.

We also show marketers how they can use an Account Based Marketing approach to support the sales team in their lead generation efforts.

Read More about: Inbound and Account Based Marketing Here

1. Connecting with parents and students at different stages of the enrolment journey.
2. Staying top of mind.
3. Converting leads to enrolled students.