Category: 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