Training Full-time participation and live streaming. Receptions of the argument. 4 ways to effectively convince the patient. (Author, Vladimir Yakub)

Duration: from 10.00 to 18.00

ABOUT TRAINING AUTHOR:

Vladimir Yakuba

36 years. 14 years in training. He conducted training in 110 cities, 17 countries. Entrepreneur with six activities. Business coach number 1 on sales from the scene in the format of "Reality": sells hands-free phone at the training.

The most well-known headhunting specialist in Russia. Twice recognized as the best in the profession, the business coach of the year. Author of 9 books, 8 educational films on leadership, sales, work with staff

Constant cooperation with the MERZ company in conducting private trainings for cosmetologists, managers of the sales department and managers.

The presenter of the program “Cadres decide”, the participant of the reality show “The Candidate with Vladimir Potanin” on the TNT channel (the Russian equivalent of the show “Apprentice with Donald Trump). A graduate of three specialties with economics and humanitarian diplomas, an MBA teacher.

MANAGEMENT ATTENTION. CHARISMA

Space. Sight. Method 3 zones. Managing the look in the work of a doctor with 2 or more patients. Hidden nonverbalik. Gestures. Comparisons and visuals. Names: 3 approaches to memorizing names, patronymic names, surnames of key and random individuals. Atkinson method. Questions HC-approach. Dialogue management through patient attention. Adjustment. Switching attention. Pause. Persuasion through the "gap". 6 second silent effect. Simplification of speech. Humor. Manipulations. Compliments. Technique "X". Manipulations and protection. The strategy of two steps to protect against verbal pressure. Fight against the negative. Speech self-defense. Going beyond. Receptions of Steve Jobs.

10:00 CONTENT

The structure of the presentation of information about the drug in the doctor. 3 methods for the separation of information in parts. House of thoughts. The argument. Matrix of conviction. Securities Structure and “CB-algorithm”. Borjomi method. Patient attention graph. Stories. Quotes. Universal approaches of Santayana, Edison, Chekhov and others. Terms. The principle of Ostap Bender.

ARGUMENTATION. TACTICS OF BELIEF AND DENIAL

Triple argumentation: thesis, argument, method, action. Five logical mistakes that we make. Receptions of the argument. 4 ways to effectively convince a patient that he is right. Counter Argument. 8 tactics of effective refutation of the patient's arguments: choice without choice, tactics of consequences, bringing to the point of absurdity, tactics of contradictions, the “weak side”, reframing, and others.

RATIONAL AND EMOTIONAL ARGUMENTATION

3 seconds and "wrong mushrooms". 4 tactile touch options. Three options handshake. 4 variations in patient movement to correct positions. 2 danger zones. Start to meet the presidents of 4 countries. Name management. Methods of memorizing Atkinson, repetitions, division, associations. Strokes or compliments: X method. Three ways to create the right atmosphere (intonation, volume, gestures, etc.)

RESULT IN COMPLETION OF RECEPTION

Technique "rails", double "push" in the final. 5 techniques to bring reception to the maximum result. What to do if the patient does not follow instructions again. Plan B and B. Methods of exposure, depending on the psychological state of the patient.

BONUS TOPIC:

16:30 - 18:00

PERSONAL BRAND DOCTOR. PROMOTION IN THE MEDIA AND SOCIAL NETWORKS

4 components of the personal brand of the doctor. Real examples of building a personal brand. Model "3P" personal marketing. Finding out the needs of the market. “Sell” yourself to publications: invent “chips”. Comments from the expert. Professional social networks (Linkedin, etc.). Classic social networks (Vkontakte, Facebook, Odnoklassniki). 4P promotion in social networks. 10 basic rules for completing a profile. Personal site: how to create and how to fill.