DTA Toolcard Persuasive Selling Map

Persuasive Selling Map

PERSUASIVE SELLING MAP

WHY

To get your leadership team or sponsor to sign-off on your new service concept you need to tell them a convincing story. The techniques used in persuasive selling help you to get your message across and make an emotional connection with your audience.

HOW

Persuasive Selling mapping is a team activity.

You can follow the 5 steps described in detail below: 1. Summarize the situation, start the conversation within your team by sharing information on what you feel is relevant to communicate and build an emotional connection. Find a compelling way to kick-off your presentation and get the audience listening; 2. State the idea, don’t beat around the bush, get right to the point and create a brief statement of your idea.

Clearly state the proposition with a triggering headline; 3. Explain how it works, now is the time to provide details; 4. Reinforce Key Benefits, now is the time to share the key

reasons your leadership team or sponsors should agree to move forward with the new concept; 5. Suggest easy next steps, to close off your presentation move into suggesting easy next steps. This will make it easier for sponsors or managers to say yes by showing them a path to agreement that fits easily into their situation.

EXAMPLE The team gathered to create a persuasive presentation.

They drew their storyline on a flip-over to get the key elements straight and divided roles within the group. They presented their story live without PowerPoint, which created immediate attention of their management.