Effective Sales Communication face to face
This training is for salespeople who want to understand what really drives a client's decision and build their arguments on it. We connect Cialdini's Principles of Influence with the DISC behavioral typology, from building trust to follow-up.
Cialdini’s Principles of Influence
Licensed / external methodologyThe psychological principles of influence, without relying on power.
- We translate the principles into proposal and negotiation situations
- We practice engaging and persuading others without a position of power
Robert B. Cialdini, author of Influence, described the principles that determine whether a request or an offer will get a yes: reciprocity, commitment and consistency, social proof, liking, authority and scarcity, which in GROW's practice we supplement with the contrast principle. Learning and practicing these principles is more than new knowledge: it changes the way we see ourselves and others, and this shows in both behavior and results. In the programs, we start with the ethics of influence and work throughout on real workplace situations: proposals, negotiations, written and spoken communication, and how to inspire and engage others without positional power. In the sales programs, we link the principles with DISC behavioral typology so that the arguments are tailored to the customer's type.
Related programs: Mastering Influence · Effective Face-to-Face Sales Communication
DISC
Licensed / external methodologyA behavioral style model: recognizing natural behavioral preferences.
- Participants recognize their own preferences and other people's types
- Fosters a more open, accepting attitude toward different behavioral styles
- We also use it in selection and customer communication
DISC behavioral typology describes behavior along four main factors: dominance, influence, steadiness and conscientiousness. All four are present in everyone, just in different proportions, and the model captures not character but observable behavior and natural preferences: the situations in which someone feels at home, and those that are a strain. Its key idea is that better collaboration usually does not require changing our character; adjusting our behavior is enough. In the programs, we work with a questionnaire, small-group exercises and film clips: from recognizing your own type and using your strengths consciously to treating and communicating with others in a way that suits their type. We use it in leadership development, selection and customer communication alike.
Related programs: DISC-Based Self-Awareness · Effective Face-to-Face Sales Communication · Integrated Leadership Program (Foundation) · Structured Interviewing Training · Structured Interviewing · Customer-Tailored Communication – Customer Typology
What is the program about?
One- or two-day group training, in person or online, built on Cialdini's Principles of Influence and the DISC behavioral typology; also available with Thod learning support.
A client's yes is rarely driven by rational arguments alone. Decisions are largely made on an emotional basis, and we often use facts afterwards to confirm them. If you only argue, you don't even see half of the decision.
What you take away: knowledge of Cialdini's principles of influence and how to apply them in sales, including techniques people respond to differently; the ability to reshape your offers and your written and spoken communication according to the principles of influence; deeper self-awareness as a salesperson through DISC, and a picture of your key clients' behavior, with type-tailored communication in every phase of the sale.
Who is the program for?
For salespeople who want to understand what drives a client's decision and build their arguments on it. It is especially timely when your salespeople currently rely mainly on rational arguments and also need to understand the impact of emotional factors.
When is it worth starting?
- you need a concrete, practical methodology for building trust and commitment
- your team needs to adapt its arguments and communication to the client's behavioral type.
How we work
From needs assessment to follow-up, we create a type-tailored plan for trust building, argumentation and cooperation, complemented by story selling tools. The topics also include how clients make decisions: what the right and the left hemispheres of the brain each do in a purchasing decision.
The program starts from the question of what influences us when we say yes to something, and what a client needs in order to say yes to an offer. Beyond rational argument, we examine the forces that move the client's emotional side.
The training connects two proven methodologies. Robert B. Cialdini's principles of influence provide concrete communication techniques for building trust and creating commitment, while the DISC behavioral typology helps us apply them in a way that fits the client's type.
Program topics
- how clients decide: how the right and left hemispheres of the brain work
- building and developing trust: “Drop the armor!” How people can truly connect with each other
- the psychology of buyer behavior
- Robert B. Cialdini's principles of influence
- story selling
- understanding clients through the DISC behavioral typology
- type-tailored plans for trust building, argumentation and cooperation, from needs assessment to follow-up.
Delivery
We adjust the weighting of the topics to the client organization's situation. On request, we support the program with the Thod learning support system, which keeps participants applying what they have learned between training days.
