“Convincer Tactics: The Psychology of Closing the Deal”

What is covered?

You have carefully profiled your Ideal Customer Avatar. You are reaching them. You can get them involved in dialogue with you. But they are not buying at the rate you would like! Why? Are you dynamically adopting your sales pitch language to the way they convince themselves to buy or not buy? Get insights into what this takes and how to do it!

Who will benefit …..

Business development professionals, sales representatives, solo entrepreneurs, any working professional who has a need to ‘persuade’ another to commit to or undertake a course of action …..

Times and Venues

A webinar for business owners, business development professionals,  and executives who sell services and products

What convinces buyers to buy?

People say that all buying decisions are based on feelings in the final analysis. There may be an element of truth to this. But human beings are more complex than that.  We are not just feeling-based decision-makers.

We are also very capable information processors. When it comes to making business- asset acquisition decisions, (that is, a buying decision for business), we use our cognitive abilities when making “buy | do not buy” decisions. We process information about the item. Doing so shapes our feelings about it.

We have personal behavior patterns that repeat from one such decision to the next. Our ‘convince ourselves” behavior can be profiled using the “Convincer Tactics” Framework.

Why is this important for business sellers to know?

If you are selling services and products to business owners and executives, you need to take this into account. We know, based on research and experience, that people use different “convincer tactics” when it comes to making business buy decisions. As a seller, the more you can align the language you use when talking to such buying decision makers, the more likely you are to close the deal.

This webinar explores these dynamics.

By participating in it, you will increase your ability to close the deal. You will reduce the time you need dialoguing with a sales prospect, thereby decreasing your average cost of sales.

What happens after the webinar?

Knowing that and knowing about is the beginning of the ‘take your new skills back to the job’ journey.

By email, you will get a number of resources that guide you as you apply what you now know back in your day to day work.

As well, you will get a discount count that you can apply to individual or team coaching with Roelf which will guide you on this ‘how to apply’ you new insight skill development journey.

What resources will you get after the webinar?

The email will contain URL links to the following resources, which you can use to guide your skill development journey. Note: These are copyrighted resources. If you want to use them in ways other ways, plcase contact Roelf to discuss.

1.  Convincer Tactics Presentation: A full PDF copy of the presentation material from the webinar. Includes additional ‘topic and insight expansion’ material.
2. Convincer Tactics Self Insight Workbook: A MS Excel 97 format workbook that can be opened in almost any spreadsheet software tool. Follow the instructions in the first worksheets to develop your own Convincer Tactics profile. Stop ‘projecting’ how you convince yourself on your sales leads and business prospects.
3. Convincer Tactics Framework Observation Guide: A convenient way to step back and summarize your hunches about a sales lead’s or business propect’s convincer tactics.
4. Convincer Tactics Conversation with A Purpose Guide: A PDF copy of the multiple page ‘self and other’ training guide that you can use to sharpen your ability to get the information you need to ‘pin’ a sales lead’s or business prospect’s Convincer Tactics.