Course Outline
Module 1
- Define the individual objectives of the trainees.
- Analyze the main sales processes and sales standards of the trainees versus their customers' purchasing processes.
- Conduct a quantitative and qualitative audit of the dozen sales processes that have the most significant impact on the trainees' sales goals.
- Identify the primary sales processes that most heavily influence the trainees' sales objectives.
- Verify the activities outlined in the sales standards of the trainees, evaluating them both quantitatively and qualitatively.
- Design and describe the trainees' sales process, determining and describing the necessary activities at various stages to enhance their effectiveness.
Module 2
- Customer segmentation: Describe the buying committee (buying personas), including their problems, goals, and common objections at different stages of the purchasing process.
- Categorize objections from prospects and existing customers according to the different stages of their buying journey.
- Formulate responses to customer objections and strategies to prevent their occurrence.
- Develop sales arguments to create a comprehensive bank of persuasive points.
- Practice selecting and presenting sales arguments (previously defined) that align with the customer's problems and goals.
Module 3
- Develop actions and behaviors designed to counteract and manage customer objections.
- Train on neutralizing customer resistance by practicing "disarming" skills, using language structures that help "dissolve resistance" and establish agreement.
- Simulate sales conversations with customers to practice the selection of appropriate sales arguments.
Module 4
- Simulate sales conversations to practice building value, defending "price," and constructing the business case.
- Manage energy in difficult relationships by practicing linguistic structures (verbal communication) for handling challenging situations.
- Apply a model of emotional escalation dynamics to understand when to engage in constructive confrontation to control emotions, resolve matters, and prevent conflict escalation.
- Use a constructive confrontation model based on NVC (Non-Violent Communication/nonviolence) by Marshall Rosenberg. Simulate conversations with so-called "difficult clients."
- Plan implementation steps by addressing issues raised during the training.
Requirements
No prior knowledge is required to participate in 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
