Modules
Prospecting
How do we run a successful advisory sale process?
The Commercial Action Plan (CAP) – the basis for the prospecting
The structured prospecting model and prospecting methods
Winning Trust
Empathy – the basic prerequisite for relationship
Build and deliver key messages
Effective application techniques of rapport in relationship
The sales conversation
Situational analysis and discovery needs protocol
Technical motivations and personal motivations for customers
How to explore the needs: listening
Knowing the client’s perspective
Building Value
Understanding the objections
Solution argumentation methods
Argumentation of the value proposition
Negotiation
Behavior in commercial negotiation
Personal styles of negotiation and persuasion styles
Preparation and planning of negotiations
Negotiating situations
Coaching and final evaluation
Developing of the Personal Seller Profile
Presentation of results of defining moments in campaign front of a group of managers
Objectives
- Increase customer portfolio and value per customer
- Apply sales planning techniques
- Reach sales targets by applying cross-sell and up-sell techniques
Approach
The program consists of 6 modules in which all the stages of strategy, where sales planning and execution are handled in a practical manner.
The workshops will be personalized on the processes and methods of the organization.
The impact of the program can be evaluated up to the level of the increase in sales number and value.
Coaching, practical application of transferred skills, team exercises and feed-back.
Methods
- Flipchart and video projector presentations
- Case studies, Interactive exercises
- Teamwork, Reflections, Role Playing Games
- Movies, Motivational Stories
- Brainstorming