Influencing the Decision Process in a Virtual Selling Environment
Participants learn the importance of understanding the customer’s decision process and knowing where the customer is in the process. They learn to influence customer perception, attitude, and behavior throughout their interactions with customers. They learn to create perception strategies that drive customer attitude and influence customer buying behavior.
Based on a thorough understanding of how perception drives attitude and ultimately drives buying behavior, participants will learn to analyze and leverage the “customer treat/regard spiral.”