PSFPersuasive Selling

Format

PSF – one of the best tools

Memo or recommendationMemo or recommendation

Presentation or Business Presentation or Business proposal proposal

Apply to all situations Apply to all situations

Step 1: Summarize the situation/Background

Issues, problem, opportunities Issues, problem, opportunities

Environment, trends, needs Environment, trends, needs

Should be shortened in a few Should be shortened in a few sentences sentences

Step 2: State the idea/big idea

Proposal, recommendation or solution Proposal, recommendation or solution

Clear & simple and meet the Clear & simple and meet the needs needs

Need to shorten in one sentences Need to shorten in one sentences only only

Step 3: Explain how it works

Share details of the proposal: Share details of the proposal: howhow, what, , what, who, when, where who, when, where

Highlight key points impressively Highlight key points impressively

Pre-empt objections, concerns ... Pre-empt objections, concerns ...

Step 4: Reinforce key benefits

Answer the question WhyAnswer the question Why

Link to the 1Link to the 1stst step step Effective & efficient way Effective & efficient way

Stress on 3 key benefits onlyStress on 3 key benefits only

Step 5: Suggest an easy next steps

Alignment, agreement for both Alignment, agreement for both

Who has to do it and whenWho has to do it and when

Video clip

Exercises: Role play

Asking your parent for Vung Tau trip Asking your parent for Vung Tau trip next weekend next weekend

Finding the right partner to improve Finding the right partner to improve your capability at STEP your capability at STEP