Compelling Offers by an Optimal Demand Analysis
Seminar objectives
The participants
- precisely analyse the demand of the customer
- know how to awake additional demand or how to create new demand
- will be able to find out the motives for decision making and how to recognize the DISC® -Styles
- investigate the paths of decision and the decision maker
- know the types of effective questioning and forms of questions
- will be able to enlarge the chances of the offers by cooperating with the service technicians
- recognize their own impact and develop measures for improvement
Contents
- Demand analysis, demand investigation, how to awake demand
- Technical analysis. Customer expectations, analysis of the environment, future development, decision makers, ways of decision
- Analyzing motives of decision making
- Investigation of the DISC®-Style
- Types of questions
- Forms of questions
- Cooperation with service
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "Compelling Offers by an Optimal Demand Analysis" as PDF-Download 
