Course Outline
Module 1
- Establish individual objectives for trainees
- Analyze trainees' main sales processes and standards versus their customers' purchasing process
- Conduct quantitative and qualitative audits of a dozen sales processes that most impact trainees' sales goals
- Identify the main sales processes having the greatest impact on trainees' sales goals
- Verify the activities in trainees' sales standards in terms of quantity and quality
- Design and describe the trainees' sales process, determining and describing activities to be undertaken at various stages to increase action effectiveness
Module 2
- Customer segmentation; describe the buying committee (buyer personas), including their problems, goals, and objections at different stages of the purchasing process
- Assign objections from prospects and existing customers to different stages of their buying process
- Develop responses to customer objections and methods to prevent them
- Develop a bank of sales arguments
- Practice selecting and presenting sales arguments (previously described) that align with customer problems and goals
Module 3
- Develop actions and behaviors that function to counteract and manage customer objections
- Training to neutralize customer resistance, practicing "disarming" skills using language structures that "dissolve" resistance and establish agreement
- Simulate sales conversations with customers to practice selecting sales arguments
Module 4
- Simulate sales conversations to practice building value and "price" defense, as well as the business case
- Manage energy in difficult relationships; practice verbal communication structures for managing difficult situations
- Understand the model of emotional escalation dynamics to determine when constructive confrontation is needed to control emotions and resolve issues without escalating conflict
- Apply the model of constructive confrontation based on Marshall Rosenberg’s Non-Violent Communication (NVC); simulate conversations with "difficult clients"
- Plan implementation of lessons learned during 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
