SELLING FROM THIRD POSITION
Welcome, everyone!
We are thrilled to have you here for this course.
The concepts and ideas within each course are provided as suggestions. They should be adapted to fit your unique environment, personality and style, while still preserving the core value of the information presented.
To make sure you get the most out of this course, please ensure you’re fully prepared to begin.
Have fun and enjoy. GT
TOOLS AND MATERIALS: Have pens, and any required workbooks or resources organised and easily accessible
TIME MANAGEMENT: Schedule dedicated time for each course in advance. Block out these periods in your calendar to avoid interruptions
DISTRACTION-FREE ENVIRONMENT: Choose a quiet space where you can focus solely on the course material, minimising distractions from phone calls, emails or other activities.
Course Overview
Selling from the third position is a powerful technique that shifts the focus from the salesperson’s or customer’s viewpoint to a neutral, consultative perspective. This approach reduces resistance, builds trust, and moves the sales process forward smoothly.
In this course, sales professionals will learn how to recognise which perspective they are communicating from, the impact it has on the customer, and how to apply third-position selling to improve results.
Selling from third position, where the goal is not to pressure the customer but to guide them through the buying process in a way that feels natural and collaborative.
KEY POINTS
Understanding the Three Positions:
- Customer’s Perspective (1st Position): Often leads to stalls and hesitation.
- Salesperson’s Perspective (2nd Position): Can create resistance.
- Neutral/Consultative Perspective (3rd Position): Encourages collaboration and progress.
How Language Shapes the Sale:
- Phrases that create resistance vs. phrases that build engagement.
- Transitioning from 3rd position to 2nd position for natural closing.
Guiding the Customer Through the Sales Process:
- Asking the right questions to uncover needs and motivations.
- Overcoming objections without pressure.
- Using a collaborative approach to secure commitment.
Managers’ Referral & Key Information Gathering:
- Identifying the customer’s triggers, needs, and decision-making factors.
- Understanding trade-in considerations and financial discussions.
- Strengthening customer relationships through rapport-building.
BY THE END OF THIS COURSE YOU WILL BE EMPOWERED TO:
Sell from a neutral perspective
Reduce resistance
Create a seamless buying experience
Create a great purchasing experience for your customers
Creates a great experience for customers, sales team and your business.