Selling is an art but also a very complex business. In order for this complexity to be simple and easily readable, it is necessary to have a few cornerstones clear in one's head, to put them into a process, to define performance indicators, and to know and be able to measure them reliably. All this makes it possible to create a reference model to which any sales figure, regardless of seniority, industry and personal or profile characteristics, can strive. Simplifying the complexity, the results appear as the natural consequence of a process applied with awareness, method and continuity. This is what the MMO Model is all about.
- Becoming familiar with the MMO model
- Understand the potential and benefits associated with the process
- Learning the meaning of the KPIs that are part of the model
- Use indicators consistently with different developmental stages
- Mature awareness that every sale is the result of the artistic and personalized application of a sequence of actions
- Directors and Sales Managers
- Regional and Area Manager
- Sales Manager and Specialist
- KAM
- Sales agents
The ultimate Selling process: the MMO Model and the 5 Skills
- The Benefits of Customer Intimacy and Value Sharing
- The logic of a holistic and integrated sales strategy model
- Sales effectiveness: a combo of planning, relationships and credibility
- Post-pandemic revolutions and confirmations: from digital to renewed customer focus
MMO - MARKETING: identifying targets, strengthening credibility and Personal Branding, sharing content
- Set Priorities
- Position Yourself
- Touch the Market
MMO - MEETING: the complete and integrated presidium of meetings, from preparation to retention engagement
- Prepare meetings
- Meeting
- Prepare Win-win
MMO - OFFERING: "Do anything you can do, to win the deal: focus on business and customer value"
- Transform info
- Represent Value
- Make it real
Key Performance Indicators
- Market Presence
- Business Acumen
- Value Development
- Deal Negotiation
- Business Pricing
- Sales Consistency
Exercises
Simulations of using the model and its tools will be offered during the course.
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