Customers and prospects have different expectations from salespeople. If all customers and prospects are treated the same way, salespeople miss opportunities to advance the process. This easy-to-use method explains time-proven skills for recognizing the unique expectations individuals have and how to build positive relationships. Attendees gain a better understanding of themselves and others, how to work with people in different situations, and how relationships affect perceptions of value.

• Learn about the two dimensions of human behavior that unlock why people buy the way they do.
• Learn how to adjust your behavior when working with prospects and customers to make them feel more comfortable with you.
• Remove stress from strained relationships.

• Learn to be less abrasive to people who do not operate as you do.
• Learn how to make people more comfortable working with you.

• Better relationships with demanding customers
• Establish and build long-lasting positive relationships that generate loyal customers
• Meet and surpass customer expectations
• Close sales faster by avoiding relationship issues that may stall or slow the sales process.