The art of persuading through listening

Topic: Sales and Customer relationship

As sales associates face increasing pressure to deliver short-term results, the ability to persuade and convince is becoming an essential trait. Yet many people wrongly believe that a persuasive sales associate is someone who talks a lot, occupies center stage and delivers a well-honed argument to customers.

But is this really what customers want? Is this really beneficial for a long-term business relationship? These are the questions that we will address in this module.

This is a 2-part module.

Part A Learning objectives:

Why it is key to fully immerse in the customer’s world in order to understand the importance of sincere, effective listening, as well as to master the art of persuasion:

How to incorporate the five stages of persuasion into your arguments.
To use the benefits of listening to help you persuade others.
To reassure your customer that they are being listened to and understood.

Part B Learning objectives:

What is an effective method to structure your questioning; through a series of exercises - identify best practice and master the questioning method:

How to master the power of questioning to encourage the customer to think in a more mature way.
How to reinforce your argument with active listening.

Watch preview video here:

Learning outcomes:

At the end of this 2-part module, you will be able to:

Know how and why you need to listen to your customer to be more persuasive.
Use questioning to explore customers’ and prospects’ needs and persuade them more effectively.