How the right amount of information influences the way customers think and make purchasing decisions

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How the right amount of information influences the way customers think and make purchasing decisions

How can salespeople convey information optimally?

This is where the difference between globally oriented 🌍 and detail-oriented 🔬 information processing comes into play. It significantly influences how customers think and make their purchasing decisions and provides information on whether they pay more attention to overview or detail when making decisions.

Customers with a global mindset think strategically, recognize connections, and consider the general direction. 🔀 In contrast, detail-oriented customers focus on step-by-step plans and precise analyses. 📊

Globally oriented thinking is particularly helpful in conveying a vision to customers, showing perspectives, and emphasizing the fundamental direction of a product or service. These customers can grasp broad patterns and trends and connect them in the context of the bigger picture. To influence them, salespeople should emphasize connections between ideas and networks or how systems work.

🔬 Detail-oriented thinking, on the other hand, is important when it comes to executing a concrete plan and moving forward in manageable steps. Customers with this mindset appreciate details and want to know exactly how a product or service works. Salespeople should specifically ask these potential buyers for details about plans, emphasize understanding, and focus on exactness and precision.

Sometimes customers have both mindsets. For example, they want a global overview first and then go into more detail. A flexible adjustment between global overviews and detailed information enables successful communication and sales strategy in the customer environment. 🌐🔍

Can your sales team easily adapt the way it communicates information to the different thinking styles of its customers?

If you would like to further develop and improve the communication of your sales staff, please contact us for a personal consultation and tailor-made training programs!

⏩ www.upgradegroup.com/kontakt/ ⏪

#sales #UPGRADETraining #decisionmaking #strategies #globalvsdetail #purchasing decision

Professional training and qualification for the automotive industry

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“UPGRADE is exclusive partner for leading EU automotive dealership, delivering full-spectrum sales qualification, certification and skills development programs across the entire Austrian sales organisation.” 

 

Scenario:
The client is the Austrian subsidiary of the largest and most successful automotive dealership in Europe. Due to the nature of the industry and business, professional and personal development of staff is a priority for the organisation. UPGRADE is the exclusive provider of a framework of professional and systematised training and development programs, carried out across all business units, which provide sales teams, account managers and line managers with industry–standard internal qualification and certification for their job.   UPGRADE has developed a unique approach designed to analyse the existing competencies of trainees (Training Needs Analysis) to identify which training modules are necessary for that employee, thereby allowing for targeted competency development, full understanding of the individual talent profiles of employees and efficient allocation of training resources. 
 
Intervention goal:
  • Clarity about employee competencies and training needs 
  • Individualised training programs per trainee 
  • Industry-standard internal qualification and certification programs 
  • Intensive product-specific knowledge development 
  • Excellent client interaction and customer journey awareness 
  • Alignment of employee action and behaviour with organisational strategic goals 
  • Empower employees to take ownership of their work 
  • Early identification and ongoing development of key talents with management potential 
Duration and repetition:
Duration – 24 months from employment start, 4 iterations per year 
Participants – 20-30 participants per iteration 
Iterations to date – X