- structure and form the strengths of your product/service and company indicators into sales arguments
- resolve customer communication situations rationally and direct partners to calm, reasoned communication
- through skillful listening and questioning find the most effective arguments for the client
- find ways to make improve sales and be more profitable
- prepare well-reasoned messages and analyze the company's sales arguments.
As a result of completing the course, participants will have tools that will help them use arguments successfully in sales. In doing so, the participants' structured and analytical thinking and argumentative communication skills are supported, which can be used in both oral and written communication.
Emotional selling does not work in every situation. More and more customers need clear arguments to make their purchase decision. Especially a business customer who makes decisions rationally, often negotiates with several parties, wanting to choose the best provider.
Therefore, the sales team must have arguments in their back pocket why their service or company is the most suitable for the buyer.
"It opened my eyes, how to approach various obstacles and how to use arguments correctly and effectively. I used what instead of why and the result was surprising. This was the key to a longer conversation. I started using social proof for sales pitches, it worked. I made sure that pleasantness - praise, sympathy also leads to a good result and opens up the client."
"I want to let the customer talk more to find out the real reason why they don't want to order. After a longer conversation, it may turn out that certain topics may still be of interest, and perhaps continue with the subscription (especially in the case of renewal subscriptions)."
Long term effect
"Since I deal with the contract renewals, the main argumentation has already taken place during the sale of the first contract. If one of the clients does not want to continue the contract, then it is necessary to argue why it is still necessary to continue - the majority still continue. For example, for one client who had lost his job but had a home insurance contract with us. He argued that the price was high but agreed that every home should be insured against fire. We edited the contract and he remained as our client. In terms of work, I don't give up so easily anymore and I argue with the client based on the price and examples."
"I bring real life examples when negotiating with the client."