Arguing in a customer-oriented way with the five-sentence technique
idd
The e-training gives an overview of the five-sentence technique, which can be used to form convincing arguments. The prelude to a good argument includes a situational introduction. This is followed by several arguments - these must first be collected, ordered and formulated before they can finally be presented. The course offers a separate exercise chapter on the five-sentence technique and gives tips on how to parry factual counter-arguments and fend off unfair attacks.
Teaser
Course details
Course details
Target group
Intermediaries and advisors who work in the distribution of insurance products and employees who assist in brokering or advising themManagers in the distribution of insurance products
Learning objectives
Making arguments successful and customer-oriented with the five-sentence technique
Establish an appreciative conversational atmosphere during discussions in the customer advisory service
Confidently and in a customer-centred manner design the situational entry into a discussion
Research the content of discussion topics properly and classify one's own arguments with the help of the ETHOS scheme.
Adapt one's own arguments individually to the client, prioritise them and find arguments for benefits.
Giving more weight to one's arguments with examples, evidence, references and other rhetorical devices.
Summarise the core message of the argumentation with the help of the purpose clause and formulate goal-oriented consequences for the client.
Parry the client's factual counter-arguments with a counter-strategy.
