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Description

Persuasive Selling: Capturing Attention, Building Agreement and Securing Commitment

One day to make your sales message memorable and help the client reach a decision

  • 1 day — 7 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

A technically accurate pitch does not always win the decision. The client hears a list of features, forgets the essential point and postpones the choice. What is missing is not information but its shaping: a clear storyline, an image that stays in the mind and an explicit request for commitment.

This one-day in-person programme works on the drivers of persuasion applied to the sales meeting: structuring your message, sparking interest, using proof and comparison, then closing with a clear request. Practice is spoken, in front of the group, with short and repeated run-throughs.

Learning objectives

  • Structure a sales message around a single storyline
  • Capture attention from the opening moments of the meeting
  • Support an argument with proof
  • a comparison or a concrete image
  • Adapt your register to an analytical or an intuitive counterpart
  • Formulate a clear request for commitment at the end of the meeting

What makes this programme different

A filmed speaking exercise for every participant with immediate feedback from the group
A storyline built on the offer each participant actually sells
A bank of images and comparisons created collectively during the day

Programme

1Setting a Clear Storyline

One idea the client can repeat

  • Choosing the core message and ranking the arguments
  • An opening that frames the stake before the solution
  • Removing information that dilutes the message
  • Logical sequencing between the stages of the meeting

2Making the Argument Convincing

Proof, comparison and imagery

  • Using proof and client testimonials
  • Comparison and analogy to make a benefit tangible
  • The impact of figures quoted by the client themselves
  • Adapting register to an analytical or intuitive counterpart
  • Pauses and vocal emphasis in support of listening

3Moving to the Decision

Asking without pushing

  • Spotting buying signals and unspoken reservations
  • Handling last-minute hesitation
  • Formulating an explicit request for commitment
  • Proposing an intermediate step when the decision is not ripe

Who is it for

Junior sales professionals · retail sales advisers · any professional required to defend an offer before a client or a committee.

Prerequisites

No prerequisites

Dates & locations

24 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.