Understanding How Your Customer Buys to Increase Your Sales

Understanding How Your Customer Buys to Increase Your Sales

Christine Knott Monday, 1 January 2018

This is an in-depth 37 minute presentation from Christine Knott, the founder of Beyond The Box. This retail training and field marketing business was founded in 1999, and by 2018, Christine's company was one of the top training businesses in the UK, enabling sales staff to sell more effectively (the business is no longer operating). The overall aim is to encourage more of those satisfied customers who leave stores having bought products or services - and to come back as loyal customers who can't get enough. Beyond The Box teaches businesses how to raise average transaction values and improve conversion rates, and inspires employees to become sellers rather than servers. 

This Lesson is specifically aimed at business-to-customer sales (whether in-person, online or over the phone), so if you are at all nervous about this type of interactive sales process and closing the deal - you will love this Lesson.

In this Lesson you will learn:

  • Techniques to understand your client when you meet them
  • How to "pre-close" and what it means 
  • How a customer buys and how to use that to your advantage
  • The difference between impulse, planned, external and internal buyers

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