Improve your argumentation, persuasion and convincing skills

Goals

• Define strengths and weaknesses in one’s argumentation.
• Learn how to elaborate a convincing behaviour
• Learn how to set-up highly convincing argumentation techniques, suitable to customers’ needs

Target audience

Sales representatives. Anyone wishing to improve one’s convincing and argumentation skills.

Prerequisite

None

Contents

Introduction

• Present the usual arguments used to sell one’s product or service
• Assess one’s argumentation

Look and sound convincing

• Take on comforting and non-threatening behavior and gesture
• Use voice to speak in a convincing way
• Be enthusiastic and make the person you are talking to feel emotions
• Use silence

Prepare one’s argumentation

• Anticipate the main expectations of your customer
• Leverage the discovery phase
• Use the 6 fundamental principles of persuasiveness
• Get ready with the perfect sales pitch to tempt one’s prospective buyer

Effective argumentation techniques

• Rhetorical techniques for a convincing argumentation structuration
• Set phrases to dismiss, because they enfeeble argumentation
• Personalise one’s sales pitch
• Use arguments suitable to the different customers purchase drivers (security, convenience, budget…)
• Turn product or service features into assets
• Turn product or service weak points into assets
• Provide evidence by different ways

Handle objections and clinch the deal

• Drive one’s argumentation
• Confirm points of agreement with the customer
• Face hazards and handle objections
• Bargain with a « win-win » outcome as target
• Conclude according to the situation