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 (5)
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
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!
teoretic but also exercises in practice
Jana Antalova - ASSTRA Forwarding AG
Course - Stress Management and Prevention
Relevance of the training and the reflection of behaviours already observed in others and myself.
