Market Readiness

Your Image is Your Brand and Your Relationships are Your Future.

How Do You Become Dominant In Your Market?

Understanding the Makeup, Buying Patterns, and Motivations of the Customers you Target and Attract are as important as knowing your Products and Services. Learning how to Inspire others to do Business with you depends heavily on an Individual or a Company’s ability to develop their Brand, their Relationships, and their Reputation within their Market and Community.

PROGRAM SEGMENTS

PEOPLE KNOWLEDGE

Learn how to Connect with and Serve others with Compassion and Excellence.

How Aware and Compassionate are you to the Wants and Needs of Others?
Do you Find yourself being more Judgmental and Less Patient with Some People than with Others?
How many of the various Profiles of Customers that you Greet do you Classify as too Difficut or Undesirable?
Do you Lose your Enthusiasm and Desire to Serve others who communicate Beliefs and Values different from your own?
How Well Equipped are you to use Tact and Personality to Disarm and Engage an Unhappy or Hostile Customer?

Establishing common ground and rapport is key to making a connection with others. Being knowledgeable, familiar, and sensitive with the cultural, socio-economic, professional, and social differences that exist within your market will prepare you to successfully engage and serve the opportunities to do business you generate..

This Program Segment will teach you how to Selflessly Serve the Wants and Needs of Others and in the process Satisfy your own.

PURCHASING PSYCHOLOGY

Learn how to Recognize the Buying Patterns and Purchasing Stages of your Prospects.

Is your Prospect Driven more by Price or by Value?
When you engage your Prospect, are you aware of where they are in The Buying Process?
What are the most Common Reasons your Prospects Purchase from you?
What are the most Common Reasons your Prospects do not Purchase from you?
How adept are you at Determining your Prospect’s unique Goals and Objectives for doing Business?

A person’s beliefs, trends, market climate, and the media they consume conditions their thinking and decision making. Understanding their thinking, enables you to qualify and validate the accuracy of what their using to make their decision.

This Program Segment will teach you how to Inspire the Decisions your Prospects make.

PURCHASING INFLUENCES

Learn how to Gain Support and Remove any Resistance that may Arise in Dealing with Secondary Buyers or Second Basemen.

Do you often Inherit the late Involvement of others in your Prospects Purchasing Decisions?
Do Interactions with Purchasing Influences become more Confrontational than Agreeable?
Do you ever Experience a Mystery Influencer that isn’t Physically present in the Decision Making Process?
How often are Mystery Influencers introduced into the Process after you Believed you already made a Deal?
How many Opportunities to do Business do you lose as a result of a Purchasing Influence or Influencer?

People in all walks of life are influenced by the people who are in their life and by who they listen to. Some are very close to them and others they may not even know. The level of influence they have on them is determined by the amount of credibility they give to them and or their importance in their life.

This Program Segment will teach you how to Establish Alliances with anyone Directly or Indirectly involved in your Prospect’s Purchasing Decision.

MARKET SEGMENTION

Learn how to Divide and Conquer in the Business Marketplace.

Are the Markets you have Created for your Business Specialized and Segmented?
How Prepared and Qualified are you to Succeed in the Market Segments you are Pursuing?
How well is your Company able to Serve and Sell in each Market Segment you are in?
Are you Aware of what you Need to do, to Improve your Performance and Productivity in each Market Segment you are in?
What Market Segments would you like to Enter that you are not Currently in?

Increasing Market Share is the goal of every ambitious company. Doing so requires having a plan and a strategy that can be successfully executed. One marketing strategy that is proven to produce greater results, higher returns on investment, and customer loyalty than traditional undifferentiated marketing is segmenting product offerings into specialized market categories.