In harmony with the most effective processes in adult learning, TIGI builds all training and development programs on "a case method."
In contrast to most business schools however, the T-Case® (training case) is not a contrived pre-written document. Instead, we utilize a current account scenario, for each individual, as the context to apply the trained skills and abilities. In this way, near term reinforcement of the elements of the New Adaptive Selling™ (NAS™) is achieved.
For one of your current prospects, responsible salesperson will learn how to:
- Discover the "hurt" of the customer-prospect, including the questioning to provoke the process.
- Practice and experience the influencing process.
- Build and deliver the questions that further the communication process.
- Build the emotional-side and rational-side proof statements.
- Apply these proof statements.
- Apply the discipline of the C. O. F. TEST on the "hurt" and solution.
- Enhance and Reinforce the forecasting process.
- Develop a proficiency in identifying behavioral styles.
- Effectively adapt to specific behavioral styles.
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