Welcome.

This complementary course is concerned with the concept of “Selling Through the Buyer’s Eyes”.

One of the key characteristics of High Performance Salespeople is their ability to “Sell on Purpose”. This means that every action and activity is done “on purpose to a purpose”.

Selling through the Buyers Eyes requires the salesperson to understand and position with the 5 factors customers use, either consciously or subconsciously, to evaluate any proposal and purposefully develop strategies to influence each decision factor.

Before entering the final stage of the selling cycle or calling for buying action, it’s vital for both parties to openly acknowledge that the proposal is recognised as the preferred solution.

By standing in the customers’ shoes, and viewing the sales situation through their eyes, we can use these 5 factors to measure progress to becoming the preferred solution.

Armed with this knowledge, salespeople will then be able to call for a buying decision with confidence.

The purpose of this course is to introduce you to a unique sales process known as “Selling Through the Buyer’s Eyes”. This is a section of a much larger course “P.R.I.S.M. Solution Selling”.

Register your details below to gain access: