Goal-oriented selling

Seminar-training

Goal

Improve the communication skills oriented towards selling
Master and improve the selling conversational structure with the client
Master and improve visit selling on the phone
Improve presentation skills, planning
To know one’s skills, advantages and potential in talks with the clients
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
Role playing – video training, situation modeling, playing out situations, analysis, feedback
Listening to the company audio materials and analyzing them together
Assertiveness training
The participants retain the seminar materials
Practical exercises. Individual and group work
Prior to the seminar – questionnaires, creation of situations for the video training – maximally close to reality. If necessary, after the seminar – feedback and recommendations

Time – 3 days

Content

Goals and motivation

The declared and hidden (the expected attitude) goals and motives of the client, their discovery
The goals and results of communication. Employee goals and motivation
Attitude towards the clients. Ways of expressing attitude. The conflictual attitude
Client typologies
Time planning. Priorities. "Time thieves". Energy planning
Creating and using a client data base

Identifying and evaluating existing clients
New – potential clients. Potential and real clients. Client seeking
Work on the phone – how to arrange a meeting with the client

The advantages and drawbacks of phone conversations.
Structure of the conversation when arranging a meeting
“Mediator" (secretaries, assistants) – how to get around them?
Etiquette of the phone conversation. Permitted departures from the etiquette
Recommendations for a successful phone conversation
What to say and not to say on the phone. The most frequent mistakes when speaking on the phone
Voice. How to use your voice? Psychological preparation. Environment. Materials
The structure of the sales conversation

Preparing for the conversation
Beginning of the conversation

Setting goals. Sales strategies and tactics
Business standard, etiquette. Appearance

Establishing contact. Starting the conversation. Presentation of self and the company. Body language
Finding out the interests and needs of the client. Questions. Their influence on the client. Active listening
Offer, its presentation. Structure of the offer. Argumentation. Choice of arguments
Work with objections. Causes of objections. Methods of rebutting objections
Directing towards a decision. Conclusion of the conversation. Further action. Promises and fulfilling them
Establishing long-term relationships with the clients
Situation modeling, audio training – communication oriented towards selling. Feedback

Trainer – Kaspars Savickis