Become a successful speaker who can influence the decisions of the other side

PURPOSE

Imagine that you are preparing for an important sales interview that will close a good deal. You are most probably going to talk to somebody who is used to such interviews. What do you do to capture their interest and influence their decisions?  

Here’s a hint – try seeing a sales interview as a way of solving the interlocutor’s problems rather than selling your products and/or services. Statistics has it that your success rate will soar.

What you need is a customised one-to-one preparation for the interview that will help you to develop the skills to efficiently negotiate the interview and persuade people to choose your product/service, or get others to endorse your ideas, proposals, solutions, etc. 

CONTENT

1. ESTABLISHING RAPPORT ON NON-VERBAL LEVEL

• Developing rapport.
• Matching and reflection.
• Sharing the same wavelength with your interlocutor.
• Testing rapport.

2. BUILDING TRUST

• Recognising and using different keywords with different interlocutors.
• What does reflecting the interlocutor’s words mean?
• The advantages of marking out.
• Anchoring the interlocutor (their non-verbal and verbal communication) and stealing the interlocutor’s anchor.

3. INTERVIEW STRUCTURE

• Starting an interview.
• Influencing interlocutor’s inner state and motivating them (provoking their interest in your ideas, proposals, solutions, services, products, etc.).
• Creating the K- and K+
• Advantages of the SPIN-selling method.
• Five levels to a convincing one-to-one interview.

4. IDENTIFYING INTERLOCUTOR’S WISHES, NEEDS AND EXPECTATIONS – the basis for successful persuading and influencing

• Recognising your interlocutor’s wishes and needs.
• Identifying your interlocutor’s values and convincing the interlocutor that by accepting our ideas, proposals, solutions, services and/or products they will be preserved.
• Using reflection and paraphrasing.
• Shared listening.
• Employing the right questioning techniques.
• Using meta-language to identify interlocutor’s wishes, needs and expectations.
• The language of John Milton as a means of motivating the interlocutor.                           (increasing interlocutor’s wishes and needs, presenting the advantages you have to offer).

5. PRESENTING YOUR IDEAS, PROPOSALS, SOLUTIONS, PRODUCTS, SERVICES ETC.

• Transforming interlocutor’s wishes and needs into their personal gain.
• Convincing the interlocutor that they can profit by supporting you (accepting your proposal, solution, idea, etc.) and/or buying your product.
• Exciting the interlocutor and presenting evidence to finally persuade them.

6. TACKLING INTERLOCUTOR’S OBJECTIONS

• Dealing with disagreements, objections and second thoughts.
• Detecting interlocutor’s old decision-making patterns (the Instant Replay technique).
• The as if
• The reframing
• The three perceptual positions – the fastest way to resolve objections.

7. SUCCESSFUL CLOSING

• Closing techniques for a win-win conclusion                                                                          (conditional conclusion, polar conclusion, assumptive conclusion,choice conclusion, conclusion with benefits, etc.).

GOALS – Benefits for participants

• You will learn ways to build rapport with the interlocutor.
• You will be able to use communication tools in conducting sales interviews, and create a face-to-face presentation.
• You will develop ways to question the interlocutor/client to establish their needs.
• You will learn the methods to help the interlocutor to visualise their goal: what they want, what will change once the goal is reached, what is needed to reach it, etc.
• You will learn to link the interlocutor’s goal to the advantages and benefits of your products, services, proposals, solutions, etc.
• You will know how to detect what lies hidden behind the interlocutor’s objections.
• You will learn strategies to successfully address and resolve the interlocutor’s objections, opposition, disputes, and counter-proofs, and to persuade them to agree with your proposals, ideas, solutions, services, etc.
• You will learn how to successfully conclude interviews in which you seek to influence the interlocutor’s decision.

WORKSHOP

The workshop is organised in person or on-line using various platforms (Zoom, MS Teams). The number of hours per meeting is determined by agreement with the customer.

WORK METHOD

Workshops and training session consist of: short input sessions, discussions, individual, pair, and group work.

The techniques I employ aim to encourage participants to immediately apply what they have learned to their daily routine.

DURATION

Our basic programmes comprise 16 academic hours, while shorter programmes last 8 academic hours (these programmes involve fewer exercises and practical examples). We recommend a minimum of 24 academic hours if you seek to train your employees thoroughly.

NUMBER OF PARTICIPANTS

The recommended number of participants per workshop is 20; and 10 per training session. The client may, of course, opt for a larger number of participants. In this case, a training session becomes a workshop, and a workshop becomes a seminar/lecture (over 25 participants).

PRICE

The prices of workshops, trainings sessions, seminars/lectures depend on their duration, the number of participants, and additional preparation time (i.e., analysing participants’ level of proficiency, designing customised solutions, etc.). The final price is always agreed upon in advance with the client.