Course Outline
Module 1
- Establish individual objectives for trainees.
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Compare the primary sales processes and standards of trainees with the purchasing processes of their customers.
- Conduct a quantitative and qualitative audit of a dozen sales processes that significantly impact the trainees' sales goals.
- Identify the key sales processes that most influence the trainees' sales objectives.
- Verify the activities outlined in the trainees’ sales standards both quantitatively and qualitatively.
- Design and describe the sales process for the 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, and objections at various stages of the purchasing process.
- Assign customer objections to the different stages of the buying process for both prospects and existing customers.
- Develop responses to customer objections and strategies to prevent them from arising.
- Create a repository of sales arguments.
- Practice selecting and presenting sales arguments that are appropriate for addressing the customer's problems and goals.
Module 3
- Develop actions and behaviors to counteract and manage customer objections.
- Train in neutralizing customer resistance, practicing techniques to "disarm" the customer using language structures that reduce 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 pricing while developing a business case.
- Manage energy in challenging relationships through the practice of verbal communication techniques for handling difficult situations.
- Utilize a model of emotional escalation dynamics to understand when to engage in constructive confrontation, maintaining control over emotions and resolving issues without escalating conflict.
- Apply a model of constructive confrontation based on Non-Violent Communication (NVC) by Marshall Rosenberg. Practice conversations with so-called "difficult clients."
- Plan for the implementation of strategies discussed during the training, ensuring they align effectively with public sector workflows and governance for government.
Requirements
No prior knowledge is necessary for the training.
This training is designed to be accessible and comprehensive, ensuring that all participants can effectively engage with the material, regardless of their background or previous experience. It aligns with the needs and standards for government, making it an ideal resource for public sector professionals.
Testimonials (4)
Body scan
Piotr Chwiedziewicz - Grupa OLX
Course - Mindfulness for Business Professionals
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.
