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Course Outline
Module 1
- Establish individual objectives for trainees.
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Analyze and compare the main sales processes and standards of trainees with their customers' purchasing processes.
- Conduct a quantitative and qualitative audit of approximately a dozen sales processes that significantly impact the sales goals of trainees.
- Identify the primary sales processes that have the greatest influence on the trainees' sales objectives.
- Verify the activities outlined in the sales standards of trainees, both quantitatively and qualitatively.
- Design and describe the sales process for trainees, outlining the necessary activities at each stage to enhance their effectiveness.
Module 2
- Customer segmentation. Describe the buying committee (buying personas), including their problems, goals, objections at various stages of the process, and purchasing processes.
- Assign customer objections to different stages of the buying process for both prospects and existing customers.
- Develop responses to customer objections and strategies to prevent them from occurring.
- Create a repository of sales arguments.
- Practice selecting and presenting sales arguments that are appropriate to the customer's problems and goals.
Module 3
- Develop actions and behaviors to counteract and manage customer objections.
- Train in neutralizing customer resistance, practicing the skills of "disarming" customers using language structures that help "dissolve resistance" and foster agreement.
- Conduct simulations of sales conversations with customers to practice selecting appropriate sales arguments.
Module 4
- Simulate sales conversations with customers, focusing on building value and defending "price" and the business case.
- Manage energy in challenging relationships through practice of verbal communication techniques for difficult situations.
- Understand a model of emotional escalation dynamics to determine when to engage in constructive confrontation to maintain control over emotions and resolve issues without escalating conflict.
- Utilize a model of constructive confrontation based on Nonviolent Communication (NVC) by Marshall Rosenberg. Simulate conversations with "difficult clients."
- Plan for implementation and address issues that arise during the training.
Requirements
Prior knowledge is not necessary for training for government personnel.
14 Hours
Testimonials (3)
Provided and explained very clearly a lot of foundational concepts, which fit well with the team's level of learning. The exercises were very engaging and I believe my team were comfortable and participated very well. Coordinating with the trainer as well was very seamless.
Christlan Tolentino - Canadian Blood Services
Course - Critical Thinking
the exercises and the way the trainer was explaining
Sorana Haiduc - Ness
Course - Stress Management and Prevention
1. Methodology 2. Its structure and usability 3. Real, practical examples and excercises
