The 4 problems that block
industrial sales today.

more data • more relationships • more sales effort

Building relationships is not enough:
those who sell by relying on relationships often end up conceding on price

Demonstrating value is not enough:
those who overwhelm the client with information push them toward the market leader.

The client does not decide with logic.
They decide through 7 mental associations.

It is up to you to activate the mental association that leads the client to act.

they are solved by influencing how the client makes decisions.

With the Sweet Selling program you will learn to:

• design the client’s decision journey throughout the entire sales conversation;
• protect price, overcome resistance, avoid objections, close negotiations;
• use 47 Cialdini small-BIGs - simple ideas with big results -
  to handle dozens of critical situations from the first contact to the final decision.

• higher margins on acquired orders;
• shorter sales cycles;
• reduced sales costs;
• higher closing rates.

This program is designed for:

• B2B industrial companies;
• complex sales of customized goods and services;
• long decision cycles, multi-level sales conversations;
• structured sales teams.

It is not for those looking for:

• quick or manipulative techniques;
• motivational training or generic soft skills;
• standard solutions or approximate approaches;
• nor for those unwilling to truly step up.

• 12 sessions on the Cialdini method applied to B2B industrial sales
• 47 practical examples to apply immediately
• 12 Q&A sessions on your company cases.

Scientific Foundations:

• How we decide - and why people no longer decide.;
• Contrast - how to achieve better pricing.;

Building Relationships:

• Reciprocity - how to build customer loyalty.;
• Liking - how to get more from negotiations;
• Unity - how to create brands customers love;

Creating Trust:

• Authority - how to sell innovation;
• Social Proof - how to overcome resistance and sell;

Motivating Action:

• Consistency - how to sell to new clients;
• Scarcity - how to make your offer irresistible;
• The Cialdini method - how to use the 7 principles to get a Yes!

Designing the Journey:

• The noble art of selling – reaching the client and being heard;
• Sweet selling – managing the offer to maximize price, reduce costs and time;

Optional session:

• Communication for engineers – persuading colleagues, managers, clients, suppliers;

• 12 Sessions - online or in person;
• 10 sheets to always carry with you;

• For the first time in Italian;
• Based on original material from the Cialdini Institute;
• 10 sessions to learn the Cialdini Scientific Persuasion method;
• 2 sessions on how to influence every stage of B2B sales;
• 1 optional session dedicated to technical staff: primarily Engineers;
• With simple examples that deliver big results with small adjustments;
• 2-day in-company workshop, or: 4 online morning webinars;
• Each session is recorded and available;
• Each session includes summary sheets with ideas to apply immediately;
• Sessions are led by Coaches certified by the Cialdini Institute;

• 1 hour of weekly coaching for 12 weeks,
  where the Sales Team is supported on real company cases.

Book a discovery call
to check if Scientific Persuasion fits your business context:

Book now

or download the brochure