Thank you for sending your enquiry! One of our team members will contact you shortly.
Thank you for sending your booking! One of our team members will contact you shortly.
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 (4)
The host's openness, sense of humor, approach and knowledge
Justyna - e-file
Course - Mindfulness Workshop
Machine Translated
It was a useful experience from both a professional and personal point of view. The trainer was very knowledgeable and gave us important information to use in the workplace, but also in private life. I was able to reflect on my own character traits and those of the people around me and through them, benefit or improve myself. The stress management exercises were simple and helpful to apply.
Sara Sertori - ASSTRA Forwarding AG
Course - Stress Management and Prevention
Would like to thank Trainer Abhi for this fruitful training. Appreciate him trying to get to know all the attendees so he can better cater the training to our needs. Love how there was a balance of theory and activities that keep us engaged. And how contents were straight to the point and concise.
Rainey Clarecia - Talentvis
Course - Communicating and Influencing - For Managers and Team Leaders
Due to the activities from each content, I understood their main ideas/ concepts very well within a short time. I would like to say that the activity reflects on not only our current situation but also how to advance the skill & knowledge effectively and efficiently.
