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Course Outline
Module 1
- Establish the individual objectives of the trainees.
- The main sales processes and sales standard of the trainees vs. purchasing process of their customers.
- Quantitative and qualitative audit, of a dozen sales processes that have the greatest impact on the sales goals of the trainees.
- Determination of the main sales processes that have the greatest impact on the trainees' sales goals of the trainees.
- Verification of the activities described in the sales standard, of the trainees, in terms of quantitatively and qualitatively.
- Design and describe the sales process of the trainees and determine and describe the activities that must be undertaken by the trainees, at the various stages of their sales process, so that they can increase their effectiveness in action
Module 2
- Customer segmentation. Describing the buying committee, (buying personae) their: problems, goals, customer objections at different stages of the process, purchasing process.
- Assigning the objections of prospects and existing customers to the different stages of their buying process.
- Develop responses to customer objections and ways to counteract the occurrence of objections.
- Developing sales arguments - a bank of sales arguments.
- Practice selection and presentation of sales arguments, (which were previously described) adequate to the customer's problems and goals.
Module 3
- Develop actions and behaviors (what we can do) that have a function of counteracting and managing customer objections.
- Training to neutralize customer resistance, practicing the skills of "disarming the customer", using language structures that serve to "dissolve resistance" of the customer and establish an agreement.
- Simulations of sales conversations with the customer to practice the selection of sales arguments.
Module 4
- Simulations of sales conversations with the customer and practice building value and "price" defense and business case.
- Energy management in difficult relationships. Practice of linguistic structures (verbal communication) for managing a difficult situation.
- Model of the dynamics of emotional escalation, which allows us to understand when we should decide to have a constructive confrontation in order to have control over the emotions and settle the matter and not escalate toward conflict.
- Model of constructive confrontation developed on the basis of NVC (non-violent communication nonviolence) by Marshall Rosenberg. Simulation of conversations with so-called "difficult clients."
- Planning implementation working through issues during the training.
Requirements
No prior knowledge is required for training
14 Hours
Testimonials (3)
SMART Goal session was the most enjoyable part of the training that helped me manage my time properly. it helps me set my goal clearer and i could really see that setting SMART Goal can relate to almost everything such as Finance, Social Life, Career and Personal Growth.
Manot Sae - MVCI (Thailand) Limited
Course - Workshop: Boost your productivity with this new method!
I liked the involvement of the trainer and how her energy involved also the participants, the training was interesting, with many practical supporting facts and examples, practical exercises. It was great!
Jelizaveta (Liza) - ASSTRA Forwarding AG
Course - Stress Management and Prevention
Relevance of the training and the reflection of behaviours already observed in others and myself.
