LIFO® SALES APPLICATIONS

Allan Katcher, Ph.D.

Principle: Benefits accrue most to those who emphasize solution selling in their client/customer relationships, for whom repeat business is a primary goal and service is viewed as a business opportunity. In addition, all sales people can benefit by understanding customer resistance and attraction characteristics. Advertising can be more highly targeted depending upon identification of customer styles involved.

 Learning Opportunities For Sales Force

1. 1. Understand own style in terms of:
   • Strengths, excesses and vulnerabilities.
   • What's involved in success and failure re: selling products and services.
   • Compatibility with different customer types.
2. Understand customer reactions quickly, recognize what is needed to respond to them.
3. Expand versatility in responding to customers; e.g.
   • Supporting Giving - proof of quality, warranties, service record, company integrity.
   • Controlling Taking - proof of what product will do for customer or allow him/her to do - can deliver and service fast.
   • Conserving Holding - provide facts and information on how product works, lists of options and alternatives, improvements on good, reliable product; proven track record.
   • Adapting Dealing - demonstrate how products and services are designed for different needs; can provide off-shelf or custom design, offer various means of payment; establish friend ship.
4.  Improvement of time use:
   • Knowing what will get the sale and doing only that.
   • Not following up on poor prospects.
   • Follow-up geared to customer's need.
   • Aassuring coverage of full line of products.
5. Reducing distress of sales efforts that are difficult/and or go sour.
6. Improving the coordination and efficiency of sales-service teams for assuring repeat business.

 Methodology

Training uses LIFO Selling Styles questionnaire and Sales Applications Workbook, along with specially designed work exercises. Videotapes of role playing situations, based on real customer situations are used to provide insights and extend sales skills.

Copyright © 2006 by Business Consultants Network. For use only by licensed LIFO® Trainers.
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