RETORIKA - Tatjana Zidar Gale s.p.

One-to-one persuasion A sales interview

(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 an 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 reflexion
  • 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+ state
  • 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 interlocutor’s wishes and needs
  • Identifying interlocutor’s values and convincing the interlocutor that by accepting our ideas, proposals, solutions, services and/or products they will be preserved
  • Using reflexion 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 technique
  • The reframing technique
  • 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 interlocutor’s objections.
  • You will learn strategies to successfully address and resolve interlocutor’s objections, opposition, fight and counter-proving, 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 interlocutor’s decision. 

Personal coaching and therapy

Contact

Phone:
+386 1 437 23 33
Fax:
(01) 437 23 33

Address:
҆martinska 68, 1000 Ljubljana