How to Sell in a Way that Builds the Strongest Rapport in the Fastest Way Possible
JP Morgan famously once said "A man always has two reasons for doing anything: a good reason and the real reason." So when the prospect says "your price is too high" or "we're happy with what we've got" or just simply "I'm not interested" the issue is first to understand what are the motivations behind the statement. The LANC Sphere of Concern is the first method available to enable the professional salesperson with a method to rapidly and accurately analyze the decision-motives of the prospect. Reliable consultative strategies for questions and objection handling can then be rapidly articulated and deployed over this stable analysis.
In this course This course will deliver strategies to developing rapport successfully and effectively and to employ and strategically apply the wisdom in the adage "Seek first to understand, then to be understood" through skillful application of the LANC Sphere of Concern.