Why behavioural analysis, not personality tests, is best for predicting sales performance.
What was the deciding factor the last time you made a significant purchase? Whether it was a business or personal investment, chances are your decision was influenced by the behaviour of the person helping you to buy.
‘Speaking your customer’s language’ is an old platitude, yet few sales people pay enough attention to flexing their behaviour. In fact, research shows that consciously doing so, can lead to up to 20% uplift in sales performance.
In this webinar, you’ll learn:
How to flex your behaviour in a customer-facing context
The four winning sales behaviours that keep customers for the long run.
How you can understand the behaviours that your customers respond best to.
Philip Purver, Chief Executive at Engaging Behaviour
As the Chief Executive of Engaging Behaviour, Phil leads the company strategy, working closely with customers, partners and the wider market providing Change and Transformation, Organisational Development, and Learning and Developing software solutions and services. The key focus is to provide a focus on clear outcomes to all stakeholders associated with projects from the board to end users.
Phil has held several Senior Director and Vice President roles across the world, mainly in IT Software and Services, Management Consultancy and the HR sectors. Employers include Cambridge Technology Partners, Legent (now Computer Associates), and Control Data Corporation. In addition he has extensive experience in coaching and consultancy at very senior levels across Europe.
Alison Freer, Director of Consulting and Learning at durhamlane
Alison is a highly experienced leadership development specialist in commercial, digital snf tech sectors with a focus on building leadership capability for commercial growth, digital transformation and enterprise-wide impact.
As an accredited coach, Alison specialises in delivering 1:1 leadership coaching with senior executives in Tech and Sales.