Course Outline
Module 1
- Establish individual objectives for trainees.
- Analyze main sales processes and standards of trainees versus the purchasing process of their customers.
- Conduct quantitative and qualitative audits of a dozen sales processes that have the greatest impact on trainees' sales goals.
- Determine the main sales processes that most significantly impact trainees' sales goals.
- Verify the activities described in trainees' sales standards in terms of quantitative and qualitative performance.
- Design and describe the trainees' sales process, identifying and describing the activities they must undertake at various stages to increase their effectiveness.
Module 2
- Customer segmentation. Describing the buying committee (buying personas), including their problems, goals, and objections at different stages of the purchasing process.
- Assigning objections from prospects and existing customers to different stages of their buying process.
- Developing responses to customer objections and methods to counteract the occurrence of objections.
- Developing sales arguments and creating a bank of sales arguments.
- Practicing the selection and presentation of sales arguments (previously described) adequate to the customer's problems and goals.
Module 3
- Developing actions and behaviors designed to counteract and manage customer objections.
- Training to neutralize customer resistance, practicing "disarming the customer" skills using language structures that help "dissolve" resistance and establish agreement.
- Simulating sales conversations with customers to practice selecting sales arguments.
Module 4
- Simulating sales conversations and practicing building value and "price" defense strategies, along with business cases.
- Managing energy in difficult relationships. Practicing linguistic structures (verbal communication) for handling difficult situations.
- Understanding the model of emotional escalation dynamics to determine when to engage in constructive confrontation to maintain control over emotions, resolve issues, and avoid conflict escalation.
- Applying the constructive confrontation model developed by Marshall Rosenberg based on Non-Violent Communication (NVC). Simulating conversations with "difficult clients."
- Planning the implementation of issues learned 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
the exercises and the way the trainer was explaining
Sorana Haiduc - Ness
Course - Stress Management and Prevention
1. Methodology 2. Its structure and usability 3. Real, practical examples and excercises
