Outcomes of Training with the
Decision Process Selling Program

Decision Process Selling is a two and a half day, highly interactive workshop, designed to equip sellers with the skills they will need to understand the customer's purchase decision process and intervene at key steps in that process to affect the outcome. Participants, through their active involvement, will be able to:

• Define what a customer decision process is and explain how and when they can influence that process in the interests of a sale
• Manage the sales interaction to make it productive
• Overcome initial customer indifference by examining the customer's current business circumstances
• Probe to uncover and prioritize customer needs, both on the individual and organizational level
• Probe to examine alternatives and, if necessary, reorder priorities
• Present and close on a winning alternative that meets the customer's needs and maintains profitability
• Recover from objections or a rejection
• Gain customer trust

Decision Process Selling Program Modules

Decision Process Selling program