Influencing the client's subconscious (2)

Help your teams know how to influence their customers' subconscious, thus conditioning their perception and increasing their chances of getting a yes.

Target audience

This training is aimed at salespeople of all levels, who want to increase their ability to influence the decisions of their customers (although it is also very interesting for those who have to make the internal sale of their projects or ideas). It is the continuation of training 1, with the same name, although it can be done independently.

Summary of contents

The training is based on real data: the behavioral psychology studies conducted by psychologist Robert Cialdini, Ph.D., psychologist and Nobel laureate in economics Daniel Kahneman, and behavioral psychologist and MIT professor Dan Ariely, Ph.D. The training is based on real data: the behavioral psychology studies conducted by psychologist Robert Cialdini, psychologist and Nobel laureate in economics Daniel Kahneman, and behavioral psychologist and MIT professor Dan Ariely.

In this session the mechanisms of “Consistency”, “Cognitive Ease” and “Contrast” are explained and worked on. Participants are taught how to identify them in each sales situation, and how to use them to persuade customers and increase the likelihood that they will say yes.

The importance of doing so in an ethical, not manipulative, manner is emphasized. And the difference is clearly explained.

Print out exercise sheets (1 copy of each for each person)
Print cards memocard (1 copy of each for each person)
Flip-chart and markers
A JENGA set is required for every 3 participants.
We have to have 3 containers to put water in. 1 large enough for one person to put both hands inside, and the other 2 to be able to put 1.