A lot of consultants and sales representatives do not treat each customer individually, but rather all of them in the same manner.
They simply copy the old hands based on the belief thus to succeed quickly in sales.
This is not merely rubbish, but completely wrong as well.
Individual-related sales – “mosquito – marketing” is the key to succeed in sales.
Every person is unique, has personal desires and goals, his own “prejudices”. In every person you will find certain characteristics and structures of temperament. These differences are discernible. In addition to their universal intelligence and their intellectual capacity sales representatives need to develop their self-awareness in order to master changes independently and based on their own judgement. Only if you know youself very well you can lead other people to their respective successes.

This presentation lays a foundation for a much better understanding of human relations and thus serves to optimize the relation manangement.

Hence my decisive questions in the sensitive sales process are:

• What do I need to do or leave alone in order to improve my sales success?
• Which questions do I need to ask and when do I need to leave out which questions?
• How can I “place” the customer?
• How can I direct a pitch or a conversation to a success based on the needs and the individual habits of my customer?
• How do I make my customer feel truly safe and sound during a consultation or a pitch?
• How do I live up to his prejudices, which in turn relate to judgements?

 
You will get the answers during this presentation.

Bring to a successful end whatever you set out to achieve in your conversation and give your customer a sense of being tuned to the same wavelength as he is. When you know and master these methods and techniques your success will inevitably result and your pass rate will dramatically rise.

A tiny hint: People who are liked are recommended.