Winning the Customer
Seminar objectives
The participants
- learn the customer's decision motives
- recognise the customer's motives
- learn how to orientate discussions and arguments towards these motives
- learn the most important factors in the process of convincing
- learn to adapt to the customer's behaviour
Contents
- Decision motive
- Recognizing motives
- Meet the customer's motives
- Motive-oriented discussion and argument
- The process of convincing
- Adaptation to the customer's behaviour
- Improve discussion atmosphere and customer relations
- The island of the other one
- Pacing - Rapport - Leading
Methods
- Lectures
- Group work
- Role-play
- Feedback
Organisation
- Target Groups
- Service technichian
- Service staff
- Duration
- 1 day
Description of the seminar "Winning the Customer" as PDF-Download 
