Influence and Persuasion Skills
Sales 2.0
Influence and persuasion techniques training
for the new value-centred selling
The Challenge:
How can you use positive influence to help your customers be aware of the benefits they will receive?
As a sales professional, you have discovered that in many cases, clients are not aware of their needs and requirements until they understand the benefits of your product or service.
Customers need salespeople to be close to them, to encourage them, to support them in difficult decisions, and to offer them the comfort of value conversations with beneficial intent, in an ethical framework, so that the customer can make informed and important decisions.
How prepared are you for this challenge?
Training Summary
A complete package of advanced practices and persuasive conversation techniques for
a positive influence in value-centric selling.
Who should attend?
- Salespeople with experience in sales consulting
- Technical consultants, members of presales and internal sales teams
- Sales managers and coordinators
- Entrepreneurs
What do participants get?
By the end of this course, you will:
- Be able to better understand how decisions are made in companies (emotional/logical)
- Discover your personality profile, strengths, and areas for improvement that will help you in your sales role
- Be able to tailor conversations and interactions with clients according to their behavioral preferences
- Discover the need for standard resources to support the sales process
- Be able to recognize and practice argumentation techniques
- Refine the way you connect and relate to key decision-makers
Trainers
Nicoleta Raduta
Senior Trainer, Consultant
Certified senior trainer, and creator of evaluation and certification programs. Nicoleta is always concerned with refining the methods of increasing results in terms of professional excellence. It offers unique experiences to participants, using an appropriate mix of techniques focused on the involvement and development of salespeople.
Marian Stirbescu
Senior Trainer, Consultant
Certified trainer, with experience in value selling and development of solution sales teams. Marian is the author of the value model and the Selling Preference Profile (SPP-1) tool
Sales 2.0 course agenda
- Review – value-centred sales
- Value-centered selling – value model, time axis
- How do customers buy? Emotional or logical
- Influence neuroscience – How to sell to the buying brain
- Self-knowledge using the DISC questionnaire
- Selling to indifferent customers
- Refining the use of argumentation techniques: CAB, BAC, FUD, ROI
- Optimizing the conscious interaction with the customer in the key points of the sales process using DISC: using pretexts, sales discussion, positioning, formulating proposals on the personality profile, resolving differences
- Inventory of sales resources
- Note: To maximize this course’s results, we recommend attending the Essentials and Value Selling courses.
Quality conversations, positive influence, ethical sales
Sales professionals, who master positive influence, are perceived “differently” by customers. They are recommended more often, unreservedly, and they enjoy the trust that sustains long-term relationships.
Benefits
Closeness
You gain a special place in the circle of decision-makers
Connection
Build on existing relationships, expand the circle of influence in various areas of the client organization
Belief
You have strong argumentation techniques to guide your purchasing decisions in an ethical setting
Relationship
Maturity and experience are the ingredients that sustain long-term valuable relationships
Price
£310 (350 Euro) VAT exclusive per participant for 2 days or £385 (450 Euro) VAT exclusive per participant for 3 days
Are you looking for a better price? Contact an Axioma training consultant for details.
Send us an email at training@axioma-solutions.co.uk
In-house sessions
Do you have a group of at least 8 colleagues interested in this topic and would you like to organize a dedicated session for your company?
Let’s get in touch!
Are you looking for something different?
If this isn’t exactly what you’re after, let us know, and we’ll develop a tailored solution for you. Access our contact information here.
© Copyright information
Sales 2.0 is a registered trademark of Axioma Solutions SRL
persolog®, and the Persolog personality model are registered trademarks of Persolog GmbH. For details visit https://www.persolog.de/