Active Conversation

Problem:

Sales reps hear but often don’t listen. They miss cues and critical information because they don’t ask good questions, don’t review what the customer says, and don’t connect the customer’s responses to benefits that have meaning. They also miss the opportunity to uncover powerful emotional drivers that build urgency and encourage the buyer to move to the next step in the sales process.

Benefit:

Sales reps learn simple yet powerful active listening techniques that can be used throughout the sales process and how to connect them to the customer’s motivations for buying.

Topics include:

1. Listening vs Hearing
2. Key Questions to Uncover Underlying Emotional Drivers
3. How to Gain Deeper Understanding of the Customer’s Drivers
4. How to Use Summarizing Skills to Build Customer’s Awareness of Their Own Emotional Drivers
5. Using Clarifying Value to Help the Customer Connect Meaningful Benefits to Their Motivations

Simulation and application exercise examples

Customized simulations set up scenarios with the different types of customers and selling situations encountered when speaking with your customers. Learners record their voices in the simulation tool as they respond to real-life prompts and practice each of the different techniques. Next they listen back and think about how they can improve to modify their responses. Then the BrainX system has them listen to examples of what great sounds like and use these to further improve their answers.

Learners receive professional coaching on their responses as well as tone of voice from an expert on active conversation strategies.

Accumulation of Best Practices

As the coaches work with your people, they identify examples of great verbal responses to the various customer scenarios. These examples are flagged and can be added to the course for future users of the course or used by managers in weekly meetings.