The next Conditions of Satisfaction Workshop starts on 6 May and ends on 13 May 2010 (two consecutive Thursdays). Classes will be conducted by telephone sessions (teleconference) from 1:30 PM to 3:00 PM each day, led by Jacques Werth. The price is $185 USD per participant.
The Conditions of Satisfaction is the sales closing process we teach as part of High Probability Selling. We are offering it as a separate course because this gives people a way to try one piece of High Probability Selling to see if it works for them, without having to learn the entire process.
This closing process is completely open and transparent, with no pressure or manipulation of any kind. Salespeople who master and apply this process see significant increases in their closing rates.
When using the Conditions of Satisfaction closing process, each feature of the product or service is presented along with its benefits and detriments, and the prospect is asked to close on each feature. You can see some examples of how this is done on our Conditions of Satisfaction webpages. These webpages show the features, benefits, and detriments for using the process and for taking the workshop.
This is a “learn by doing” workshop, which means that participants will need to do a lot of preparation before each of the two sessions, and submit their work for critique and coaching. A homework assignment is due before the first session.
We require all workshop participants to read our Confidentiality Agreement and agree to its terms before they participate in our workshop. These terms are explained on our Confidentiality Agreement Webpage. This is necessary because other participants will be revealing important details about their business.
We also require all workshop applicants to complete the Pinnacle Benchmark Survey. We want all of our workshop participants to be very successful in benefiting from the Conditions of Satisfaction process, and this will help us be more selective in accepting applicants for the workshop.
Complete instruction on how to apply for the Conditions of Satisfaction Workshop can be found on our Conditions of Satisfaction Workshop Application Form.
Let’s assume that there are two people engaged in a transaction to sell / purchase a car. Let’s further assume the two people are of equally high intelligence and neither is damaged psychologically in some way, due to their upbringing and early life experiences. With both individuals possessing a forceful and dominating personality, what will ensue is a pissing contest. Each will attempt to dominate the other. No one wins and both simply raise their blood pressure unnecessarily. If however, one of those individuals possesses a fair amount of emotional intelligence and understands what is happening as the situation unfolds, he will be self aware of how his own emotions are being rattled by his encounter with the other person, but will realize that allowing his emotions to control his behavior will result in a poor outcome. That kind of control is called self management and it is at the heart of impulse control which appears to be greatly lacking in society today. He will instead put himself in the shoes of the other person to understand where he is coming from and will speak to that person with patience and understanding ( this is where he is putting empathic skills to work). He will look for the areas of common agreement and seek to meet the emotional needs of that other person while not letting himself become a victim of a strident personality. The outcome of this analysis and behavioral action by the emotionally intelligent person has a high probability of building the respect and trust that will allow for a mutually acceptable deal to be made. When bullies can’t bully, they seek a satisfaction that at least enables them to feel they haven’t lost. Individuals using Emotional Intelligence are better prepared to effectively combat psychological attacks by immature and unreasonable people by using patience, paraphrasing and clarification as part of their too kit along with assertive communication As Eleanor Roosevelt said, “ no one can make you feel inferior without your consent”. Emotional Intelligence is a tool and a skill that can be developed to create positive interpersonal relationships and provide individuals with insight into their own array of emotions and feelings which enables them to establish a reality based sense of self confidence and self esteem. .
Jim,
Thank you for your thoughts on how people work together. Understanding this very well is so important, not only in selling, but in all interactions.
Carl Ingalls