A one-day workshop (virtual or classroom)
Selling someone a drink in a bar or restaurant (or selling someone anything, anywhere, for that matter) has often come down to the tried and tested methods of features & benefits. And yet, in most cases, making a purchase of some kind is an emotional decision, driven by emotional triggers where we ‘feel’ it is the right thing to do.
Enter the Limbic system, your brain’s emotional decision making centre.
If we can learn to communicate directly with this part of the brain, then buying decisions are driven emotionally and if we have done the right job, the decision to say ‘yes, I’ll buy one of those’ becomes almost irresistible!
First we have to understand how this part of the brain is engaged and then apply a variety of communication techniques that will send our buyer’s limbic system into overdrive.
- Consider the fact that if you are selling a product or service based on the features and benefits alone, then you are only doing half of the sales job
- By integrating your key features and benefits within an emotionally targeted communication framework, using the skills that drive emotional responses, sales will increase dramatically and rapidly
Workshop outline
1. Introduction and fundamentals
- Why most people fail to recognise the opportunities to sell
- Examples of driving an increase in food & beverage in excess of 40% (really) have been achieved through developing the methods in this workshop
2. Ask the question
- How to build rapport & trust as part of the service experience so that asking the right questions alone can drive an increase in sales
3. Timing
- Asking the right questions can drive sales, but getting the timing right can drive them even more
- How to time your questions so they land at the perfect moment to draw a positive purchasing decision
4. Body language
- The incredible influencing power of appropriate body language
- How to tailor your body language so that it drives ‘instinctively’ positive responses
5. The sound of opportunity
- Recognising the sounds and language of opportunity
- Creating an opportunistic mindset
- Using opportunities to jump in and lead the service experience and drive more profound sales
6. Product knowledge
- How to use product knowledge to tailor and bespoke the service experience creating an environment for emotional decision making
7. The incredible power of creative language
- The role of the limbic system in driving emotional decisions
- Using creative language to trigger the limbic system
- Making your sales feel like bespoke service (as opposed to being sold to)
8. Making it personal
- The role of oxytocin in trust
- How personalising recommendations can trigger an Oxytocin release and thus drive sales further
9. Change the game
- How to apply these techniques, either individually or in tandem with one another to develop a team of dynamic service providers that drive significant sales through the delivery of world class service experiences
