There are numerous dimensions that a good salesperson must master in order to be successful in performance: having optimal organization, communicating effectively, preparing thoroughly for the visit from the customer, asking the right questions to bring out the needs of the interlocutor, negotiating confidently, and being focused on the end result.
The course offers tools and methods for perfecting one's technique while improving sales performance.
- Know the stages of the sales process
- Knowing how to prepare for a sale: setting goals and organizing the visit
- Acquire the most appropriate techniques to use at different moments of negotiation
- Develop skills in communication to effectively manage the customer relationship
- Knowing how to ask questions, designing a strategic analysis phase of the customer's real needs
The course is suitable for profiles with unspecified seniority and for anyone who wants to learn a sales methodology to improve their performance:
- Sellers
- Sales agents and technicians
Organizing your sales action
- Tools for organizing: prospecting plans, area plans
- Optimal management of one's time
Effective communication
- Barriers in communication
- Forms of communication
- Understanding and being understood
- Empathy and listening
Mastering customer dialogue tools
- Interview techniques
- Art of Silence
- Methods of rephrasing the question or concept
- Word choice
The management of the negotiation
- Preparation of the negotiation:
o The walk away position
o The correct definition of B.A.T.N.A. and W.A.T.N.A.
- Sales techniques
- Behavioral patterns
- Customer motivational levers
- The management of objections
Elements of commercial negotiation
- Use of negotiation tools in the sales interview
- The effective closing of the negotiation
- Z.O.P.A. determination to turn win-lose negotiation into win-win negotiation
Exercises
The highly exercise-based course involves frequent role-plays of
self-cases, which are reviewed and "staged" based on the experiences of the
participants
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