Description

Certain ideas or projects sometimes give rise to opposition, whether hidden or frontal. In this training, you will work on how to get your ideas across, by deciphering your environment, listening to others and processing their reactions, or even involving them.

Who is this training for ?

For whom ?

Salesperson and anyone who has to argue with a customer.

Prerequisites

None.

Training objectives

Persuade the customer in the long term

Build customer loyalty through their behavior

Handle delicate business situations with ease

Strengthen your self-confidence and your personal resources

Training program

• 232Identify the keys to persuasion
  • days in classroom training Distinguishing conviction and persuasion.
  • Identify the stages of decision-making.
  • The keys to persuasion: listening, communication techniques argumentation, expression techniques, authentic emotions, self-confidence.
• 55Make listening the first lever of conviction
  • Bring out needs and make people want to change with the SAFI method.
  • Use active listening techniques: empathy, reformulation.
• Convince the customer with a winning offer
  • Build your offer: comparative argumentation.
  • Take into account the client's environment and personal issues.
  • Adapt to the decision-making group.
• Promote your offer through your oratorical talent
  • Strengthen your oral impact with persuasive effects.
  • Influence without manipulating.
  • Optimize your impact with body and voice.
  • Succeed in your defense in front of a jury.
• Cultivate an authentic connection with the customer
  • Take into account the importance of emotions in the decision-making process.
  • Express and receive the client's negative emotions.
  • Express your own negative emotions with the FRANC method.
• Develop your self-confidence. Fuel your positive beliefs.
  • Practice emotional rebalancing.
  • Use the reframing of issues.
  • e-learning modules of 0' Strengthen your power of persuasion Play on the irrational to reinforce customer relations.
  • Use expression techniques to strengthen your commercial conviction.
  • Strengthen your power of persuasion through non-verbal communication.
  • Maintain its influence through ongoing interaction.
  • Use emotions to build trust Become aware of the place of emotions.
  • Manage the customer's negative emotions.
  • Express your own negative emotions.
  • Use authentic positive emotions.
  • Nurture the client's positive emotions in the closing phase.
  • Develop your charisma in delicate situations Decoding ineffective behaviors that harm credibility.
  • Three tools to develop self-confidence and charisma.
  • Strengthen your personal impact during the prospecting phase.
  • Consolidate the sale during negotiation.
  • Assertive techniques to assert yourself in difficult situations.