
What do you gain attending this course
- Improve your skills by identifying customer needs and desires, in order to propose appropriate solutions. This step can be done by asking questions based on identified motivations.
- Best practices steps to identify optimum timing for closing the sale, thereby enhancing sales and negotiation skills in face to face meetings with clients.
- The importance of the after-sales services and the customer service loyalty methods.
- Practice verified tactics, techniques and tricks in the sales process and negotiation, that will help you in your daily activity.
Detailed agenda
I. THE PROFILE OF THE SALES CONSULTANT
- Skills of the Sales Consultant in the context of current situation
- Daily Roles and Responsibilities
- The impact of daily activity of the consultant or of a campaign in the long-term results
- Personal Attitude vs. professional attitude in sales
II. IMPORTANCE OF COMMUNICATION AND NETWORKING SALES
- Perception and relationship – essential factors in sales
- Questioning and active listening techniques
- Rules for clear messages and assertiveness
- Persuasive techniques to influence decision
III. PROSPECTING TO INCREASE THE NUMBER OF CLIENTS
- Sources of prospects and prospecting barriers
- Segmentation and identification of key accounts
- Obtaining references and use of centers of influence
- Identify decision makers in large companies
- Similarities and differences between decision makers of small businesses vs. large companies
- Understanding the motivations and behavior of decision making people
IV. CONTACTING LARGE ACCOUNTS
- B2B Conversation – Types of approach
- Structure of the phone approach
- Handling objection on the phone – Why do it appear? How can I prevent it?
- Methods for solving objections over the phone
V. BEHAVIOR TYPES ENCOUNTERED AT CLIENTS AND CONSULTANTS
- The key to success is to harness unique talents – unique talents identification test
- Consultants/Sellers profile and type
- Buyers profile and motivations that animate them
- The four basic motivations that determine the behavior of consultants and clients
- Behavioral characteristics determined by each of the four basic motivations
- Approaches based on behavioral security features
VI. MEETINGS TO IDENTIFY NEEDS AND MOTIVATIONS
- Identify decision makers in large companies
- Similarities and differences between decision makers of small businesses vs. large companies
- Understanding the behavior of decision makers in big companies
- Prepare thoroughly sales strategy for big companies
- How you may enter in a big company?
- Identifying needs and motivations
VII. SALE ITSELF
- Tenders for large companies
- What does include a valuable proposal?
- Tangible and intangible value of the offer
- Unique Selling Points (USPs)
- Features, Advantages, Benefits
- Objections to complete the sale, steps and techniques to solve
- Buying signals and rejection signals
- Techniques for closing the sale
VIII. ACTIVITY EVALUATION | AFTER SALES SERVICES
- Assessment methods for improving business results
- Strengthening the sale made and loyalty techniques
- Increase customer portfolio based on references
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