Close More Deals Profiling Buyers Like the FBI

Close More Deals Profiling Buyers Like the FBI

This course will teach you how to understand what you need to do to close the deal based on reading even profiling the buyer. Then you will learn Closing Techniques based specifically for each Buyer.

This course includes a Workbook, and Video for each section. The video for each section includes many pictures and video demonstrations of each of the 4 behaviors your Buyers will revert to. Those Behaviors are Dominant, Influential, Stable, or Compliant. Yes, those behaviors my remind you of the DISC Behavioral Profile. The breakthrough in what we teach came from the original research that led to the DISC and for that matter Myers Briggs Assessments. In the initial research Professor Marston studied what would happen if a man approached different dogs with a big stick in his hands. No matter how many dogs were tested the dogs did only one of 4 things. The dogs either attacked, wanted to play, just sat there and looked at the guy, or some dogs just ran away.

People don't generally bite a sales person or run away. However, like the dogs, Buyers may well exhibit Dominant or even aggressive behavior just like some of the dogs did.  Some Buyers may just want to research and study everything under the sun. Actually, all that study and research can be a way of Buyers running away from making a decision to buy anything.

You will learn how to read which of those 4 types of Buyers you will be dealing with. Further, you will know the correct way you should behave with each Buyer. Critically important, you will know not just what you should say but how you should say it.

Included also with this course at no additional cost is a Personal Headwind Assessment that will help you understand your strengths and weaknesses. Each of 5 categories contains many items each. The Categories are:

1. Controlling Sales Aspects
2. Taking Personal Responsibility
3. Emotional Baggage
4. Supportive Beliefs
5.  Money and Shopping

The course also includes a 5th teaching section dealing with unlocking the secrets of each of the above Categories in the “Headwind Assessment.” This powerful section goes over why people succeed or fail in sales. You will get plenty of tips and techniques to overcome any weakness and to enhance any strength.

There is included an introduction section to give you a feel for the life changing direction the 4 primary sections will take you to. After you complete the course, there is included an advanced closing section called "Situational Closing." This is because "Situational Closing" is based on understanding techniques for each of the 4 types of Buyers you will be dealing with. Hence, this is designed to make you the sales leader whenever you wish and wherever you go.

What kicked off the entire behavioral assessment revolution including DISC and Myers Briggs was an experiment where a man approached different dogs with a large stick in his hands. The dogs did only one of 4 things. While people are more complicated, they tend to react in only one of 4 ways when put in a potential buying situation. Understanding those 4 ways buyers react and how you should approach each specific buyer is why this course will change your life with sales skill few even dream of.

how to read the buyer so you write the order

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What you will learn

• This course will teach you how to understand what you need to do to close the deal based on reading the buyer . This course includes a Workbook, PowerPoint, and Video for each section. The video for each section includes pictures and video demonstrations s of each of the 4 behaviors buyers will revert to. You will learn how to read which of those 4 types your you are dealing with. Further, you will know the correct way you should behave with each buyer. Critically important, you will know what you should say and how to say it.Included also with this course at no additional cost is a Personal Headwind Assessment that will help you understand your strengths and weaknesses. The course includes a 5th teaching section dealing unlocking the “Headwind Assessment” showing why people succeed or fail in sales giving you tips and techniques to overcome any weakness and to enhance any strength. There is included an introduction section to give you a feel for the life changing direction the 4 primary sections will take you to. After you complete the course, there is included an advanced closing section called "Situational Closing." This is because "Situational Closing" is based on understanding techniques for each of the 4 types of Buyers you will be dealing with. Hence, this is designed to make you the sales leader wherever you go.What kicked off the entire behavioral assessment revolution including DISC and Myers Briggs was an experiment where a man approached different dogs with a large stick in his hands. The dogs did only one of 4 things. While people are more complicated, they tend to react in only one of 4 ways when put in a potential buying situation. Understanding those 4 ways buyers react and how you should approach each specific buyer is why this course will change your life with sales skill few even dream of.

Rating: 5

Level: All Levels

Duration: 3.5 hours

Instructor: Ted Wood