Training programs
Impact training
A two day intense workshop.
When you have a new product to launch, or a special message to convey, the Impact Session prepares your sales people in such a way that your product or message will be brought in a powerful, convincing and unequivocal way.
Modules
1
What is the message
- Components
- Value for the customer
- Audience
- Tools
2
How to bring the message
- Development of the Value articulation
- IBS – Initial Benefit Statement
- VP – Value Proposition
- One minute elevator pitch
- Exercise
3
How to bring the conversation to the message
Multi level selling and articulation of value
- Questions leading the conversation
- The funnel:
- Facts questions
- Issue questions
- Consequence questions
- Solution questions
- Exercises
- The silver bullet questions
4
Argumentation
- The FARP string
- Features-advantages-requirements-proofs
- The basic needs motives
- Certainty-performance-finance-convenience
- Multi level message articulation: The value for the technical buyer-the economical buyer-the strategic buyer-the user
- Exercises
5
Objections
- Likely objections or complaints
- Where do they come from
- Real and false objections-
- Disadvantages and misunderstandings
- Rebutals
- Complete list with answers
- Exercises
6
Closing
- Getting feedback and commitment
- Agreement on next steps
- Exercises
7
Training
- Prepare and deliver the message
- Get feedback
- Improve – refine – again
8