The Masterclass in the Science of Selling: Tapio

INTRODUCTION
- Welcome (video)
STEP 1: CLARIFY YOUR OBJECTIVE
- 1.1: Download Your Preparation Sales Guide
STEP 2 : THE ART OF QUESTIONNING
- 2.1: Situational Question
- 2.2: Problem questions
- 2.3: Implication questions
- 2.4: Need-payoff questions
- 2.5 Slides Consultative Selling
STEP 3: THE OPENING TECHNIQUES
- 3.1 Because technique
- 3.2 Disturb and Reframe
- 3.3 Compliment
- 3.4 Story-telling
- 3.5 Slides Opening Techniques
STEP 4: PRESENT THE VALUE
- 4.1 The Benefits
- 4.2 The Pain of Paying
- 4.3 Efforts
- 4.4 Sunk Cost
- 4.5 Slides Value
STEP 5: THE CLOSING
- 5.1: CALL TO ACTION
- 5.2 Slides Closing
STEP 6: PERSUASION TECHNIQUE
- Les Techniques de Persuasion
- 6.1 Reciprocity
- 6.2 Scarcity
- 6.4 Consistency
- 6.3 Social Proof
- 6.4 Slides Persuasion
STEP 7: NON VERBAL COMMUNICATION
- 7.1 How does non-verbal communication impact your speeches?
- 7.2 Slides Non Verbal Communication
8. CHARISMATIC COMMUNICATION
- 8.1 The Toulmin Model
- 8.2 Figures of Speech
- 8.3 Slides Toulmin Model
Bibliographie
- Bibliography