Lego® Serious Play® for

HANDLING OBJECTIONS

in the Sales Process

Peer-to-Peer

POST FOUNDATION TRAINING

for LSP Certified Facilitators

Approved by The Associations of Master Trainers
Endorsed by Per Kristiansen

WHAT’S IN IT for the FACILITATOR

As a Facilitator you will have two main benefits from participating in this P2P Post Foundation Training:
1. Learn how to apply the Lego® Serious Play® (both remotely and in the presence) on a very common and easy-to-explain topic, to be included in your “LSP workshop offer”: most companies have a sales force and with this workshop you don’t need to be a sales expert to help them!
2. Learn how to keep a long remote LSP workshop, according to AMT guidelines, that you can apply also in other context.

WHAT’S IN IT for your CLIENT

Most Companies have a sales force and handling objections is a natural part of the selling process: whether it is about timing, logistics, organization, or budget concerns, clients can often find a reason to push back on what the seller is offering. For this reason, in a winning sales process, it is mandatory to understand why objections arise, what is behind the customer’s request and what can be done to respond in an effective way.
The goal of this powerful workshop is not only to explore these questions but to go over and make visible the impact of the decisions and actions taken on the customer relationship system built.

• Explore the main pillars of the Customer Relationship System
• Work on one of its customers, better if a difficult one
• A deeper understanding of the Customer Needs (through the Job to be done concept)
• An important reflection on own external professional identity
• Explore the objections, known and potential, customer can move to push back the offer
• Understand why objections come out and share the possible actions that can be taken to handle them
• Play in a safe space the impact of the decisions taken and test a solution that can be immediately implemented

• Rapid potential growth of your LSP business thanks to a new, simple workshop to offer to a large number of clients of all sizes, since almost all companies have a sales force that handles objections every day
• Get insight on how to run a long remote workshop, in line with AMT guidelines, able to effectively engage participants and ensure their best satisfaction from this experience

AND MOREOVER

• Practice the simplest version of AT6 play decisions, which can be applied also in other workshops
• Test a real case of your choice, and a solution that can be immediately implemented
• Experience a great time of sharing and inspiring each other

BONUS

• Receive a detailed manual with a roadmap and instructions on how to hold the workshop
• 1 hour of private “virtual coffee” with your class one month after the training, to clarify concerns, share real experiences with the other facilitators, and get further tips & tricks from the trainer
• Receive additional in-depth material on “JOB TO BE DONE,” Clayton Christensen’s theory on which the workshop is inspired

Matthias Renner

To be honest, I am really grateful about what I am doing. By using these little bricks, we help our participants to see and find out things in a playful way. This is so great. I love it!

Narudee ‘Poom’ Kristhanin

Highly recommended! The process Rachele Soliera walk us through is well structured, yet open for exploration and unique context. She lift us to another level of possilities.

Laetitia Ramberti

It was an amazing workshop. Almost 4 hours of deep conversations for handling objections. Rachele Soliera you facilitated it with professionalism and passion, and lead us towards the goal! Well done.

Sven Golob

It was an eye-opening & inspiring experience I’m very grateful for! The #legoseriousplay community is as diverse as it’s easy to connect with. Thank you, Rachele, for your effort and insightful facilitation.

Daniele Grieco

Thanks to Rachele, I have gained a well-organized and documented toolbox for organizing workshops with one absolutely concrete goal: to help salespeople handle objections, enhance their skills and structure their sales efforts effectively.

Nadia Benedetti

An expert in sales and facilitation? Rachele Soliera, who else!
Do not hesitate, you will learn more than you can imagine, even if you already deal with objections in your job!

Mihaela Danciu

The one of a kind Rachele Soliera will most certainly lead you to surface the “unseen” behind difficult objections and help you see it in plain sight, then take the matter in your hands and address it with confidence😊 as always, an insightful journey💡

Isabelle Lemière

Thank you Rachele ! I have learned a lot during this workshop and it has definitively completed my practice!

Loïc Lauwers

Your strong Sales experience add value to the Lego® Serious Play® methodology Rachele Soliera. Your magic combination is a must.✨

Alejandro Cabral

Building, innovating and challenging for a brighter tomorrow. It was definitely great to go through it!

Who I am

RACHELE SOLIERA

My name is Rachele Soliera and I am a Business Consultant, a Sales Trainer and a Facilitator. I am a Sales Expert with a strong background of almost 20 years spent in 2 large multinational companies (Procter & Gamble and Johnson & Johnson).

I certified in Lego® Serious Play® Method and Materials in Feb 2016 by Per Kristiansen, one of the founding fathers of the methodology.
I have deepened my knowledge of the method by taking the certification of all the most advanced applications:
Apr 2017 – Business Model Canvas, with Per Kristiansen
Apr 2017 – Future scenario, with Per Kristiansen
Sep 2020 – Real-Time Strategy for the Beast, with Per Kristiansen
Jun 2021 – Rule Breaking Strategy, with Robert Rasmussen

I am part of the Association of Master Trainers created by Robert Rasmussen and Per Kristiansen, which ensures the integrity of the method and supports the community with continuous updates, initiatives, and sharing of content.

I delivered many workshops with companies of various sizes and markets, both in Italy and abroad, dealing with issues of different nature, both business and organizational strategy.

I decided to develop “Handling Objections”, a peer-to-peer Post Foundation Training for Certified Facilitators approved by the Association of Master Trainers, after testing myself in many successful workshops on objection handling with my clients.

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