3D decision vision

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Slide 1: 

E L E B P D FFECTIVE XCHANGES INK UYER’S OSITIVE ECISIONS

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Explore Turning Point Exchange Breakthrough Linking Decision

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Positive initial impression Opportunity to learn who your audience is Establish rapport through thought-provoking questions Explore

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Exchange Engage customer’s interests Open questions to involve customer in conversation Pinpoint needs in areas of opportunity

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linking Matching needs with product features Adding value through benefits to the customer to decrease cost emphasis

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breakthrough Recognize customer’s change in tone Encourage customer’s engagement in the conversation Customer agrees with product value Possible to have a series or one single breakthrough to reach the “Turning Point”

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Customer shows genuine interest in the overall product/service Acknowledging positively and upbeat answering the customer’s questions to the point. (Do not elaborate) During the turning point the customer may begin asking questions to make a final decision Turning point

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Customer makes an educated buying decision based on previous information given Most positive decisions are made by the effectiveness of your exchange in linking the customer values to the value of the product/service decision

Slide 9: 

Explore Turning Point Exchange Breakthrough Linking Decision

Slide 10: 

E L E B P D FFECTIVE XCHANGES INK UYER’S OSITIVE ECISIONS

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