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Seminar-training

Goal-oriented selling PRO

(for experienced sales managers; sales competence for large agreements and long-term relationships with clients)

Goal

  • Understand the selling process and the client way of thinking
  • Improve the selling conversation. Master the methods for analysis and evaluation of the selling conversation
  • Understand the differences between small and big selling deals
  • Understand the causes for the client’s needs. Master the process for causing and developing needs
  • Master the effective question technique (SPIN) and consolidate by training
  • Using the obtained information, master effective argumentation
  • Understand the causes of objections. Master the skills for working with "difficult" clients ("silent clients")
  • Improve presentation skills, planning
  • Obtain motivation, conviction of one’s ability, consolidate the obtained knowledge in independent work

Target audience – up to 12 participants in the group

Methods

  • Seminar – training with active involvement of the participants, discussions and exchange of experience
  • Assertiveness training
  • Role playing – video training, situation modeling, playing out situations, analysis, feedback
  • Practical exercises. Individual and group work
  • The participants retain the seminar materials
  • If necessary, after the seminar – feedback and recommendations

Time – 3 days

Content

  • Sales training

    Training methods. History, sales research methods, statistics

  • Purchase cycle
  • Large and small purchase deals

    Long-term relations. One visit deals
    Meaning of presentation. Meaning of pressure. Meaning of value
    Meaning of subjective and objective factors
    Risk of mistakes. Sequences of an incorrect decision – from the customer’s point of view

  • Aim of the visit. Goal – result, goal analysis
  • Methods of a sales communication analysis
  • Needs

    How needs arise, direct and indirect needs
    Discovering, provoking and developing needs

  • Structure of a sales conversation
  • Questions and their meaning in sales. Method of effective questions 

    Questions and statements. Open and closed questions
    A successful model of questions (SPIN model)

  • Argumentation

    Arguments – Advantages – Benefits
    Offer, its structure and presentation

  • Objections

    Causes of objections and methods of their disproving

  • “Tough" customers (silencers). Methods and ideas of dealing
  • Situations modeling, video training – a sales-oriented communication (aimed to train a SPIN model of questions). Feedback

Trainer – Kaspars Savickis