Influence and Persuasion Skills

Sales 2.0

Influence and persuasion techniques training
for the new value-centred selling

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Challenge:

How can you use positive influence to help your customer 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 sales people to be close to them, to encourage them, to support them in difficult decisions, 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
positive influence in value-centric selling
>>>

Sales 2.0 Cover

Logistics

  • Period: TBD | Duration: 2 or 3 days  
  • Language: English
  • Delivery method: in-class or LIVE Virtual 
  • Format: Open sessions, In-house

Audience

  • Salespeople with experience in sales consulting
  • Technical consultants, members of presales and internal sales teams
  • Sales managers and coordinators
  • Entrepreneurs

Objectives

At the end of this course, you will:

  • Be able to better understand how decisions are made in companies (emotional/logical)
  • Discover your own 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, 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, 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

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 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 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 seen “differently” by customers, recommended more often, unreservedly, and 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 value relationships

Price

£310 (350 Euro) VAT exclusive / participant/ 2 days or £385 (450 Euro) exclusive / participant/ 3 days
Are you looking for a better price? Contact an Axioma training consultant for details.

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?

Is it similar to what you’re looking for, but do you want something else? Let us know and we will help you with a customized solution. Access the 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/