The problem

 How can firms transform the ingrained tendency of their partners to focus on the technical aspects of their work and encourage them to employ the lexicon of client value?  How do we also encourage them to divert their energies into activities that will help develop the trust and personal chemistry which underpin solid, long-term relationships?

Most partners have had exposure to traditional training based around themes such as ‘Solution Selling’ or ‘S.P.I.N. Selling’. Whilst these approaches are a good foundation, they fail to address the critical variable in face-to-face sales - how the person being sold to is likely to react.

What is behavioural selling?

Behavioural Selling is the practice of communicating value.  The insight it gives into the client’s mind enables partners to ask good questions and become great listeners.  This allows the client to explain the most important insight - what value means to them and their organisation.  It teaches partners how to construct successful face-to-face meetings with potential clients, and build on them to establish profitable accounts. 

To discover how behavioural selling works, click here.