 The major obstacle to actually achieving the public during their visit is the Funnel Syndrome, a product of the hypercommunication.
He apparently listens, with eyes wide open and gestures of interest.
But between what the agent says and what he ends up doing (prescribing or buying) there are numerous barriers difficult to cross with the resources with which the agents have today.
 See our video with Françoise Chetochine talking about High Impact Communication in spanish or english.
Opposition to what the agent says:
- What the interlocutor is willing to listen
- What the interlocutor gets to listen
- What the interlocutor understands
- What the interlocutor retains in its memory
- What the interlocutor interprets
- What the interlocutor wants to do
- What the interlocutor can do
In other words, to not be detained in these several "Stop" moments, the question is to have new weapons.
That's the only way the goal with the interview will be achieved: to act in the conduct of public!
This program teaches:
- The new laws of impact that overcome the current techniques
- The type of questions that should be done (and what should not) to focus on our argument
- The management of the objections of defense
- How to avoid the pitfalls that their own agents create and what is their remaining influence power
- Closing the interview with real commitments.
It is applied in several countries in Europe, Asia, and Latin America in B2B markets, pharmaceutical labs (ethical) and retail sales.
TARGET |
- B2B sales, pharmaceutical (ethical), farming and retail sales.
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OBJECTIVES |
- To conduct a course of High Impact Communication for the sales force by increasing motivation and facilitating the acquisition of new behaviors.
- To transmit the basic principles of High Impact Communication:
- To empty his "black box", ie, to detect and eliminate the salesmen's mental parasites that act against the impact of the visit.
- To know the laws of impact to optimize the retention of the message and the registration of the product in the memory of the buyer.
- To learn how to differentiate the technical objections from the objections of defense.
- To learn how to formulate useful questions and conduct the visit in order to avoid being undermined by the buyer.
- To learn how to make a striking end so as to provoke the commitment of the buyer.
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| IMPLEMENTATION |
This program can fit the needs of each client:
- Preparation based on the immersion in the situation of the product and its desired positioning.
- Integration of Marketing, HR and Sales.
- Evaluation of the effectiveness of current arguments and techniques used by the sales force.
- A 2-day theoretical-practical seminar specifically for the product.
- Working with a coach every 15 to allow the sellers will exercise.
- Possibility of performing "train the trainer"s
- Follow-up of the results.
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Our programs are:
- Pragmatic / focused on real problems
- Based on practical experience and a friendly atmosphere.
- Applied immediately.
- Built to motivate participation.
Our programs are NOT:
- Heavy / theoretical / boring
- During the seminars, we report our experiences and ask the participants to tell theirs, so as to generate an active participation and strengthen the ideas and techniques learned.
- The seminars are adapted to the level of each group and the pace of work allows all participants to obtain the same result.
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