|
|
|
|
| Unit 1 - The Science Of Selling |
| |
Topic A |
How & Why Of 'Decision Making' |
| |
Topic B |
What Steps Make It A Science |
| |
Topic C |
Understanding Customers |
|
|
|
| Unit 2 - Connecting To Customers |
| |
Topic A |
What Connects Customers To Us |
| |
Topic B |
Communicating To Win Trust |
| |
Topic C |
Paving Your Path To The Opportunity |
|
|
|
| Unit 3 - Learning To Use The Structure |
| |
Topic A |
The structure : |
| |
|
RELATE » DISCOVER » ADVOCATE » COACH |
| |
Topic B |
The Communication As The Consultant To Win TRUST |
|
|
|
| Unit 4 - Need & Value |
| |
Topic A |
Understanding Customers Need Factors |
| |
Topic B |
Pain Vs. Pleasure |
|
|
|
