Retrace every step of your buyer journey so you can empathise with clients and prioritise the changes you need to make to maximise revenues. You’ll leave with a tried and tested 3-step methodology to understanding your clients, finding your best place in their world, and driving the sale in a way it works for you both.
Efficiently research clients at an industry, business and personal level
Take a fresh look at your important accounts and target new ones better
Apply target-driven thinking to determine how best to help your clients
Map out your typical client conversations to help you stay focused
Use storytelling to engage with clients on an emotional level
Apply advanced questioning techniques so clients feel part of the process
Relieve the pressures your clients face after agreements have been reached
Apply the tools and research techniques of ethnographers, design thinkers and behavioral economists to align with your clients better.
Use the foundations of value selling to maintain commercial focus and control throughout.
You’ll work with your colleagues to overcome real challenges and leave the workshop ready to take on your own.
A hands-on, step-by-step guide to putting yourself in your clients shoes so you can increase empathy, establish trust and deliver mutual growth.
A captivating journey into the power of stories, giving you a structured approach to crafting engaging tales that capture clients and keep them hooked.