Course objectives
On successful completion of this programme participants will be able to:

• Apply an understanding of decision-making, motivation and perspective to developing and presenting proposals.
• Use the rules of influence to put themselves and their sales proposals in the best possible light.
• Apply questioning and listening skills to better elicit needs.
• Identify the difference between conscious and unconscious need and use this to expand the customer's perspective.
• Prepare solutions and proposals to meet customer need and to fit their buying criteria and judgement patterns.
• Use an understanding of congruence to surface the "yes but..." and possible objections, and then deal with them.
• Define the operational and financial decision processes within customer's organisations to best plan sales actions.

Course Content
The Core of Human Motivation: How moving away from or moving towards drives most human behaviour

Decision Processes: Identifying the different decision processes that are likely to be applied to your proposals.

Different Perspectives: How does your proposition look, sound and feel from the perspective of everyone involved?

Mining for Need: Getting below the surface to understand the needs and wants that will fuel your sales process;

The Rules of Influence: Understand what drives influence and how to use it in an effective manner.

The Decision Matrix: Who will make which judgments on what aspects of your proposal and the proposals of others