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Course Description

Convincing your customers

Customers have more choice and are therefore becoming more demanding: can you keep it 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?

Course 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

Programme:

1 Introduction: the persuasive system to sell

• The five stages of persuasion
• Definitions (conviction and persuasion)
• Why they are closely linked
• The persuasion system to sell

2 Winning over customers with winning offers

• Listening to persuade
• Building a winning offer

3 Using communication techniques to boost your personal impact and sell

• Rooting business relationships in an ethical approach
• Speaking skills to promote your offer

4 Using your charisma to sell

• Building a genuine relationship with your customer
• Building your charisma to sell 

Who can benefit?

• 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) 

Course duration - 2 days