Modelling Client Information

• Describe how everyone operates from unique 'Maps of the World'
• Describe the difference between modelling information and understanding information.
• Use Clean Language Questions (CLQs) to identify customer implicit and explicit needs (Ref: SPIN® Selling)
• Develop exquisite rapport by cleanly developing the client’s Map of the World.
• Demonstrate listening skills by modelling the client’s information using CLQs
• Facilitate problem thinking into outcome thinking to identify more sales opportunities

Typical Programme
An interactive two-day course with plenty of opportunity to practice the skills followed by a review workshop 6 to 8 weeks later. Email and telephone support to delegates
 

Feedback
"One of the most enjoyably thought-provoking and useful courses I have been on. I feel there is real value and lessons I can take away which I can use in my line of work immediately" 
MB - Siemens

"This was one of the best courses I have attended in many a year. I feel very confident that implementation of the various aspects that I have learned will help me in all aspects of my life. i.e. work - increased sales and personal life..." GS - Siemens

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