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Behavior Based Selling

Most values that motivate a person to buy a product or service reside in the unconscious mind. Once the decision to buy is made at the unconscious level, we then validate that decision in the conscious mind or with our logical capabilities. Our research has shown that customers base their decisions on their values. The Behavior-Based Selling System is designed to help customers discover their unexamined values. People feel "right" about a decision when their own natural motivation for buying is the predominate force. The Behavior-Based Selling System is a way to directly access that force.

Great sales people already have these skills. They have developed these skills over time and they reside largely in their unconscious. They access these skills with an intuitive sense of how things are going in the sales cycle. The problem is that this intuitive skill is so difficult to get a hold of and to verbalize that these skills do not get shared with others in a sales team, and this wisdom is lost on the organization.

The Behavior-Based Selling System unlocks the magic in selling. We have a methodology that will open up a conduit to the unconscious mind. When you are dealing with the unconscious mind, you have direct access to the most important values of people. Novice salespeople learn the core foundations for greatness in selling, and veterans finally have a forum to take their skills to the mastery level.

Being a Behavior-Based Sales person is about understanding the inner values of people: What’s important to them, what motivates them, and how they feel. That means selling is about discovering values.

The Behavior-Based Selling process will develop a method for discovering unexamined deep values in your customers. This course will guide you and your organization through advanced learning experiences that will model what you know and what you already do well in sales. This program will also help you discover what your blind spots are in specific areas. The deeper the values that you can elicit, the stronger you will be able to influence the customer. Participants learn how to sell to the unconscious mind of their clients. You will develop and practice our 7-step Behavior-Based Sales cycle, and other sales processes. Simultaneously, you will learn how to develop deep levels of rapport with even your most difficult clients. This advanced, scientific approach to sales will revolutionize the way you think about selling, the way you think about your clients, and the way you think about yourself. The insights into human behavior that you will gain from this course will have immediate, real-life benefits for you and your organization. Best of all, you will learn how to fine-tune your new Behavior-Based Selling skills in order to meet the unique challenges of your professional environment.

Formats: 1 Day to 3.5 Days
Availability: Train the Trainer certification or delivery by MCS Consultants.

"The Behavior-Based Selling System unlocks the magic in selling. You will develop and practice our 7-step Behavior-Based Sales cycle, and other sales processes. Simultaneously you will learn how to develop deep levels of rapport with even your most difficult clients. This advanced, scientific approach to sales will revolutionize the way you think about selling, the way you think about your clients, and the way you think about yourself."