Customers have more choice and are
therefore becoming more demanding: can you keep up?
How far can sales arguments go?
How can you make a case that respects your customer’s values,
rather than just hard-sell?
How can you make a case that will earn lasting customer loyalty?
For whom
Sales executives
Anybody in a position that involves making a case to sell
products or services
Note :
This programme is intended for sales teams. It can therefore be
used with groups of sales managers within companies (to help
sales managers and their teams align their presentations along
the same principles).
Objectives
Offer solutions that customers need,
and which are presented attractively.
Nurture customer loyalty.
Secure short-term sales and long-term customer loyalty.
Build long-term relationships with customers by using an ethical
approach.
Program
Introduction: the persuasion system
to sell
- The five stages of persuasion.
- Definitions (conviction and persuasion).
- Why they are closely linked.
- The persuasion system to sell.
Winning over customers with winning offers
- Listening to persuade.
- Building a winning offer.
Using communication techniques to boost your personal impact
and sell
- Rooting business relationships in an ethical approach.
- Speaking skills to promote your offer.
Using your charisma to sell
- Building a genuine relationship with your customer.
- Building your charisma to sell.
Benefits for the participant
Healthier sales and negotiations.
Greater self-assurance in business dealings.
Greater efficiency in delicate business situations.
Greater self-confidence.
Benefits for the company
Higher sales and margins.
More customer trust.
Higher customer loyalty.
A modern corporate image (in part based on its ethical approach
to business).
Dedicated teams embracing meaningful, shared values.
Concept
Leveraging business persuasion
How ethics leverages persuasion:
- Leaving your agenda to one side to listen openly
- Carving out the solutions that your customers really need
- Presenting solutions attractively, without manipulating your
audience
- Sharing genuine emotions
How self-confidence enhances your credibility
High-impact exercises to harness the six keys to persuasion
Role-play: a ‘sales executive’ team probes a ‘customer’ team to
fine-tune its sales pitch:
- Decoding the customer’s environment and personal stakes
- Building a winning offer
’Lift’ game: 30 seconds to sell
Delivering your message:
- Making a case fast
- Using your voice and body language to boost your impact
The presentation for the ‘adjudication panel’
Role-play in three groups (two ‘sales-executive’ teams and one
‘adjudication panel’):
- Using speaking techniques to promote your offer
- Gaining advantages over a rival
