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 key sales processes that significantly impact the trainees' sales goals.
- Identify the main sales processes that most influence the trainees' sales objectives.
- Verify the activities outlined in the sales standards of the trainees, both quantitatively and qualitatively.
- Design and describe the sales process for the trainees, detailing the actions required at each stage to enhance their effectiveness.
Module 2
- Segment customers. 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 their buying process.
- 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 align with the customer's problems and goals.
Module 3
- Develop actions and behaviors to counteract and manage customer objections.
- Train in neutralizing customer resistance, practicing skills to "disarm" the customer using language structures that help "dissolve resistance" and build agreement.
- Conduct simulations of sales conversations with customers to practice selecting appropriate sales arguments.
Module 4
- Simulate sales conversations with customers, practicing value creation and price defense strategies, as well as building a business case.
- Manage energy in challenging relationships. Practice linguistic structures (verbal communication) for handling difficult situations.
- Understand the dynamics of emotional escalation to determine when to initiate constructive confrontation to maintain control over emotions and resolve issues without escalating conflict.
- Apply a model of constructive confrontation based on Non-Violent Communication (NVC) by Marshall Rosenberg. Simulate conversations with "difficult clients."
- Plan for implementation, addressing issues that arise during training.
Requirements
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.
