How to Win Customers and Motivate Decision Makers: Lessons in Human Information Processing

This four hour interactive session is an in-depth look at the differences among people regarding how information is received, interpreted and used to motivate a response. This program will enable you to understand decision makers in order to present information in ways they can understand. Participants will learn how to be more effective in information presentation, thereby creating more satisfied customers and decision makers.

Course Benefits:

Program participants will gain:

  • Insights on how to understand your customer's unique style of perceiving and expressing information
  • A better understanding of how to provide information decision makers want and need
  • The ability to structure a report or presentation in a way that makes sense to others.
  • Practical methods for tailoring data collection, analytical methods and presentations to a specific decision maker
  • Improved ability to increase the satisfaction of your customers

Course Objectives:

Upon completion of the program, you will be able to:

  • Motivate or de-motivate customers and decision makers
  • Recognize the role you play in influencing the customer's decision-making process
  • Better understand your customer's individual styles
  • Create reports and presentations that play to the uniqueness of each customer
  • Influence the ways in which people respond to you

Course Content:

  • Applied communication technique
  • Human information processing
  • A process for winning and motivating decision makers

Who Should Attend:

  • Sales associates
  • Sales managers