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 (3)
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
the exercises and the way the trainer was explaining
Sorana Haiduc - Ness
Course - Stress Management and Prevention
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.
