It does not mean that to do this kind of job you need special talents. It is simply a matter of preparation.

The analogic salesperson is conscious that before selling a product they have to fulfil the seduction needs, that is to say emotional, of the potential client. Only in this way they will obtain consent. During the professional relationship, the salesperson uses the Logical Interactive Model, that is to say the word, in order to present the product (as a common salesperson) and at the same time they will use the Analogic Interactive Models, that is to say the emotional languages, in order to “seduce” the client.

Non-verbal Communication and Symbolic Communication are the core part of this process, they arouse in the client the desire to close the deal positively. Everything else acquires minor importance, like logical motivation in buying, the product price/service and the role of the client.

OBJECTIVES

This course is not a useless repetition , in other words, of individual or general sales techniques already dealt with during other internal or external courses within the company. Its aim is to offer an original, new and unpublished system of professional communication that together with the normal sale systems, allows the person to increase contracts and collect several successes.

PROGRAMME

• What is the Analogic Sale.
• Understand the man within the client.
• The 8 human types.
• How to encourage the client’s sensitivity through the channels of Non-Verbal and Symbolic Communication.
• Client Feedback and check of consent or denial.
• Seduction comes before the contract.
• Negotiation: adapt the presentation strategy of a product/service to the analogic needs of the client.

STRUCTURE OF THE COURSE

• The course will last 1 or 2 days of 7 didactical hours each, divided between theory and practice.
• Number of participants: from 15 to 20