level_expert_redakt-150x150Category: SALES TRAININGS – EXPERT LEVEL

Duration: 1 to 3 days

Difficulty: Expert

Options: prework-monitoring; entry and/or exit test, on-field mentoring, distant web-training, individual coaching

Suitable for: regional sales managers, key-accounts managers, product managers, category managers, team-leaders, trade managers, trade directors, store directors, distributional companies directors

List of the active training modules:

SALE CLOSURE – expert level

  • CLOSURE “JUST MAKE IT CLEAR”
  • “PERSISTENT CLOSURE”
  • CLOSURE “IT’S YOUR RESPONSIBILITY”
  • CLOSURE “NUMBER COMPARISON”
  • “ACTION” CLOSURE
  • CLOSURE “PRICE DIFFERENCE”
  • “PLAYFULL PIE” CLOSURE
  • “FRANKLIN” CLOSURE
  • “SUMMARY” CLOSURE
  • TOP CLOSURE TECHNIQUES

METHODS OF ARGUMENTATION – mechanisms and application

  • “AMPHIBOLIA” METHOD
  • “AMBIGUITY” METHOD
  • “LOGICAL EMPHASIS” METHOD
  • “COMPOSITION AND DIVISION” METHOD
  • “FIGURES OF SPEECH” METHOD
  • “ACCIDENT” METHOD
  • “LOGICAL CONFIRMATION” METHOD
  • “IGNORE AND ARGUE” METHOD
  • “RELATED STATEMENTS” METHOD
  • “FAKE REASON” METHOD
  • “MANY QUESTIONS: METHOD
  • “APPEALS, INVITATIONS” METHOD
  • “PERSONAL ATTACK” METHOD
  • “PERSONAL RESPONSIBILITY” METHOD
  • “QUESTION SEQUENCE” METHOD
  • “REMOVED DEDUCTIVE CONCLUSION” METHOD
  • “FAKE EFFECT” METHOD
  • “FAKE DILEMMA” METHOD
  • “FOUR CONDITIONS” METHOD
  • “QUICK SUMAMRY” METHOD
  • “INSIGNIFICANCE” METHOD

TRADE PRINCIPLES FOR PERSUASION

  • ALIGNMENT PRINCIPLE
  • AMPLIFICATION PRINCIPLE
  • APPEAL PRINCIPLE
  • AROUSAL PRINCIPLE
  • ASSOCIATION PRINCIPLE
  • ASSUMPTION PRINCIPLE
  • ATTENTION PRINCIPLE
  • AUTHORITY PRINCIPLE
  • BONDING PRINCIPLE
  • CLOSURE PRINCIPLE
  • COMPLETION PRINCIPLE
  • CONFIDENCE PRINCIPLE
  • CONFUSION PRINCIPLE
  • CONSISTENCY PRINCIPLE
  • CONTRAST PRINCIPLE
  • DARING PRINCIPLE
  • DECEPTION PRINCIPLE
  • DEPENDENCE PRINCIPLE
  • DISTRACTION PRINCIPLE
  • EVIDENCE PRINCIPLE
  • EXCHANGE PRINCIPLE
  • EXPERIENCE PRINCIPLE
  • FRAGMENTATION PRINCIPLE
  • FRAMING PRINCIPLE
  • HARMONY PRINCIPLE
  • HURT & RESCUE PRINCIPLE
  • INTEREST PRINCIPLE
  • INVESTMENT PRINCIPLE
  • INVOLVEMENT PRINCIPLE
  • LOGIC PRINCIPLE
  • OBJECTIVITY PRINCIPLE
  • OBLIGATION PRINCIPLE
  • PASSION PRINCIPLE
  • PERCEPTION PRINCIPLE
  • PULL PRINCIPLE
  • PUSH PRINCIPLE
  • REPETITION PRINCIPLE
  • SCARCITY PRINCIPLE
  • SIMILARITY PRINCIPLE
  • SUBSTITUTION PRINCIPLE