Effective benefit argumentation
Seminar objectives
The participants
- learn, how people are taking buying decisions
- know and recognize the decision motives of the customers
- know the most important and typical cases of argumentation with customers
- will be able to use the benefit argumentation effectively and suitably for motives
- overcome resistances and will be able to convince the customer
- learn to interpret and ask about the customer's argumentation in a more sensitive way
- recognize their own effect in the presentation and develop measures to improve these
Contents
- Buying decisions
- Recognizing and using motives of the customers
- Motive-related objection treatment
- Cases of argumentation (water-cooled, air-cooled, per and contra FU, direct coupled, block variety, splitting concept, SAM, list concept, central DL supply,...)
- Clearing resistances out
- Positive emotions in buying behaviour
- Effective benefit argumentation
- The 2-minute selling
- NLP-Precision-Probing
- NLP- Regulation
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "Effective benefit argumentation" as PDF-Download 
