Content
Sales attitudes and beliefs
- How attitudes and mind-set affect the behaviour and activities of sales people?
- What does “selling” mean?
- What is the role of the sales person in the buying process?
- What does the personal influence of the sales person depend on?
- Techniques for self-motivation and creation of positive sales attitudes
Researching the needs, sales diagnostics
- Principles of negotiations
- How clients make a decision
- What is the key mistake of sales people in the beginning of the sale
- A model for diagnostic questioning
Working with complaints and objections
- The importance of the sales person attitudes towards the price of goods and services to be sold
- Handling price objections from clients
- Reactions to the most common objections from clients
- Four reasons a client considers the price to be high
- Price negotiations
- Communication with difficult clients, incl. during verbal aggression
Energizing the contact with new clients
- Adopting a positive attitude towards the process of attraction of new clients
- The process and good practices for attracting new clients
- How to “build a bridge” on the phone
- Handling typical objections in making an appointment on the phone
Closing the sale
- How to read signals from clients for readiness to make a deal
- How to close the stages of each step of the sale
- Confident and timely closing of the sale
Building strategic relationships
- Satisfying the key emotional needs of clients
- The three ways to fully active reference
Becoming aware of strengths and areas for development
- Types of sales people
- Becoming aware of personal sales type – strengths and weaknesses
- Types of clients
- Strategies for adapting to different types of clients
- Communication with difficult clients
Methodology
- The program is highly practical - based on simulations, role play games, good practices and case studies of participants, feedback and analysis
- The tools and approaches in the training program are based on the latest research and good practices in sales, negotiation, persuasion, social psychology and neuroscience
- Live trainings and online trainings are at intervals, which means that in the period between training days, participants have the opportunity to immediately put into practice new skills in work-related situations and in meetings with clients.
- Participants work individually or in groups on exercises and case studies prepared for them, learning from each other and providing constant feedback among themselves. This builds esteem and self-confidence and helps them acquire quickly new skills, attitudes and good practices that last.
Micro-training
Micro-training is a form of training that is not conducted in a hall or hotel but directly at the company office.
Hands-on exercises and case studies for 3 1/2 hours a day, once a month, which help for the direct transfer of knowledge and skills into practice and leads to desired results.
The method is easily integrated into the daily lives of employees who can return to work immediately after the micro-session.
All trainings are offered in the form of micro-training, and the number of sessions depends on the training program which takes into consideration your needs and goals.
Online training
The training is also available online, conducted in interval sessions each consisting of 2 hours. The number of sessions depends on the training program and the goals set, usually between 9 and 12 online sessions during 2-3 months with an interval for putting the learned skills into practice between sessions.
