Course Outline
Module 1
- Establish individual objectives for the participants.
- Compare the main sales processes and sales standards of the trainees with the purchasing processes of their customers.
- Conduct a quantitative and qualitative audit of the dozen sales processes with the greatest impact on sales goals
- Identify the primary sales processes that most significantly affect sales targets
- Verify the activities described in the sales standard quantitatively and qualitatively
- Design and describe the sales process, determining the activities to be undertaken at various stages to increase action effectiveness
Module 2
- Customer segmentation and description of the buying committee (buying personae), including their problems, goals, and objections at different stages of the purchasing process
- Map objections from prospects and existing customers to specific stages of their buying process
- Develop responses to customer objections and strategies to prevent their occurrence
- Create a bank of sales arguments
- Practice selecting and presenting sales arguments that adequately address customer problems and goals
Module 3
- Develop actions and behaviors that function to counteract and manage customer objections
- Train to neutralize customer resistance, practicing "disarming the customer" skills using language structures that dissolve resistance and establish agreement
- Simulate sales conversations to practice the selection of sales arguments
Module 4
- Simulate sales conversations to practice building value, defending "price," and presenting the business case
- Manage energy in difficult relationships, practicing verbal communication structures for handling difficult situations
- Apply the model of emotional escalation dynamics to determine when to engage in constructive confrontation, maintaining control over emotions to resolve matters without escalating conflict
- Use the constructive confrontation model based on NVC (Non-Violent Communication) by Marshall Rosenberg, simulating conversations with "difficult clients"
- Plan implementation by working through issues during the training
Requirements
No prior knowledge is required for this training.
Testimonials (4)
Meeting efficiency is something that's fairly "basic", but not thought about a lot and with really large implications on people/company time. Understanding these best practices and keeping them top-of-mind will be of immediate help.
Dan Moffatt - Chris Courtemanche
Course - Personal Efficiency and Managing Meetings
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
I especially appreciated the instructor’s ability to give thorough, well-explained answers to questions specific to my personal situation.
HASAN TAHA URLU - Huber Turkiye
Course - Assertiveness
the exercises and the way the trainer was explaining
