The program uses real business cases to show participants how to identify and address your clients motivators and concerns and how to use the PSF to successfully build, retain and grow business relationships.

Persuasive Selling: How to persuade your client to say yes

This program will teach you the steps involved in using the Persuasive Selling Format (PSF). Sales professionals know that persuasive selling is a proven method that results in a high degree of sales success. In this context, to persuade simply means to cause someone to do something, to consent to something or to believe something.

At the heart of persuasive selling is the ability to ask the right questions, acquiring good business intelligence and observing. While a good salesperson’s job is to act in the best interest of the client, in order to accomplish this he has to be able identify the client’s needs, wants, objections and fears. He needs to know exactly what is important to the client. This combination of getting to know your client well and giving a great sales presentation is the key to greater sales success.

So, how can you learn to persuade your client to say “yes” to your plan, product or service? This 2 day program will show you how.

The program uses real business cases to show participants how to identify and address your client’s motivators and concerns and how to use the PSF to successfully build, retain and grow business relationships.

Workshop Presenter

Emmanuel Bong Villamil Cendana

(click here for Bong’s resume)

Bong Cendana

Bong V. Cendana has extensive experience in Sales and Marketing management and training being in this field for more than 25 years. He has held senior executive positions at Procter & Gamble Philippines, Del Monte Philippines, Metro Pacific Corporation, Pepsi Cola Bottlers Inc., Sterling Tobacco Corporation, and Henkel Philippines. Bong will share with you the many tips and techniques he has learned over the past 25 years in running the sales programs for many large and successful companies.

Training Methodology

The program is highly interactive and includes:

Sharing of Actual field experiences
Visual Presentations
Usable templates
Group Discussions
Coaching
Role playing and Critiques

What you will Learn

The things that must happen before a buyer is likely to say “YES”
How to listen and probe uncover the client’s values and needs
How to articulate a clear, persuasive sales message
How to handle difficult client issues in a way that enables the sales process to move forward

Discussion Points

The principles of “Buying”
Why do “buyers” buy
The steps in the Persuasive Selling Format (PSF)
When to present problems and offer solutions
How to give persuasive presentations tailored to the prospect’s needs and values
Techniques for closing a sale
The tasks for a successful presentation
Handling difficult client issues while moving the sales process forward
Establishing stronger relationships with clients

This program is also available in in-house, tailor fitted formats, to address your specific concerns.