Online-Lecture: How Leads Become Customers

Probably, at least once you have thought about how your customers decide to buy. How do they think? What attracts them? And what, on the contrary, repels them?

Early economic models assumed that each person makes a purchase decision based on a purely rational process. Estimates of cost, quality parameters, availability, etc. Later it turned out that this was not so clear.

On the one hand, it is certainly important to know the price, quality, and other parameters. On the other hand, it turned out that several people will perceive the same price differently.

One person will think it’s cheap, and the other will think it’s expensive. It’s the same with quality parameters and any other characteristics of the offer.

Think about it. One and the same information can be perceived by people in completely different ways according to some magical processes in our heads.

Why does this happen? Perhaps our brain is not able to process all the information around us. It cuts off what it considers unnecessary to be able to process the remaining part.

It turns out that in those parts where information is not enough, the brain completes reality on its own based on previous experience and knowledge. Everyone’s experience and knowledge are different. It turns out that each of us lives in his own unique and partly virtual world.

The question remains: why do we need to know this and how to use it for the benefit of our own business?

EBA Management Development Centre together with Vadym Shepelyov invite you to participate in the Online-Lecture: How Leads Become Customers.

Target audience:

• Sales specialists.
• Business owners.
• Everyone who wants to improve their level of interpersonal communication.

Topics under discussion: 

• Factors that influence the customer’s decision to cooperate/purchase

–          Typical lead decision algorithm

–          Impact of the marketing mix

–          Socio-cultural factors of influence

–          Psychological factors of influence

–          Situational impact factors

• Leading motives of behavior.

–          Description and characteristics of the motives of the lead according to the SABONE Model by J.F. Krolar.

–          Tactics of argumentation of your position depending on the dominant motive of the lead’s behavior.

• Obstacles to successful communication.

–          “Successful communication,” what does it mean?

–          Information exchange process.

–          Principles of successful communication.

–          List of barriers to communication.

Speaker: Vadym Shepelyov, certified management consultant, business coach, psychologist, coach, member of the International Association of Management Consultants, IMC. Qualification confirmed by EBRD. Author of the course “Organization Development Management” at Vadym Hetman KNEU, Chairman of the Supervisory Board of the Ukrainian company, is working in the following areas: Business Development Strategy, Management, Building Sales Systems, Communications, Individual Psychological Counseling, Mediation; Co-author of the business engineering methodology “Conceptual Management”; 15 years of practical experience in senior positions in multinational and Ukrainian companies; the experience of consulting work is more than 20 years (more than 500 trainings and 60 consulting projects); co-author of the methodology “Model of system business management.”

Registration is obligatory. To become a participant, please, click the “Register” button. Only the users of the EBA site can register at the event. Should you have any questions, please, write at [email protected] or call (044) 496-06-01.

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