Turning a Project into Client buy-in

• Posture and the impact of mindset
• Verbal and non-verbal communication
• Active listening and adaptation to the client’s profile
• Creating authentic connection from the first interaction

• Strategic questioning techniques
• Identifying buying motivations
• Building a personalized discovery plan

• Structuring a clear and compelling presentation
• Personalized argumentation
• Structured objection handling
• Adapting the message to communication preferences

• Closing techniques
• Overcoming mindset-related barriers
• Structuring the next steps of the project
• Anticipating the customer journey

• Understanding stress-related behaviors
• Handling complaints and complex situations
• Identifying sources of dissatisfaction
• Turning detractors into promoters
• Structuring a loyalty strategy

By the end of the training, participants will be able to:

• Identify the key levers to build trust from the first contact.
• Adapt their verbal and non-verbal communication to their client’s profile.
• Build a structured questioning plan to identify both explicit and implicit client needs.
• Develop a clear and personalized commercial proposal.
• Argue effectively based on identified buying motivations.
• Analyze and handle objections in a structured and relevant way.
• Implement closing techniques to secure commitment.
• Structure the customer journey and anticipate key touch points.
• Manage customer complaints with a constructive posture.
• Design an action plan to improve customer experience and loyalty.

The training is based on an active learning approach:

• Theoretical input illustrated with real-life examples
• Practical workshops applied to participants’ real projects
• Simulations and role plays in pairs or groups
• Individual and collective feedback
• Development of a personal action plan