he course, designed for those with prior sales experience, conveys the latest sales and negotiation techniques to develop a consultative approach to selling and successfully conclude even the most complex negotiations.
Essential tools for analyzing the customer's real needs, planning the sale, excelling in the interpersonal aspect, anticipating objections and closing the sale profitably are explored.
- Uncover the secrets of a consultative approach to managing complex and articulate negotiations
- Refine sales techniques with established negotiation methods
- Assess and anticipate the behavior of experienced acquirers
- Effectively develop customer communication
- Resisting buyer pressure and sustaining the offer
- Conclude on the best terms to maximize relationship and profitability
- Sellers
- Agents
- Commercial technicians
Have previous experience in sales activities
Knowing the company and its needs
- The consultative approach to managing complex negotiations
- Listening skills, the key to a successful sale
- Use different types of questions to identify needs
- The analysis of a complex client: the GRID
Quickly establish quality communication
- Adapting one's style of approach to different interlocutors
- Building trust and credibility with correct attitudes and behaviors
- Identify the customer's buying style
Building, enhancing and sustaining its offerings
- Analyzing the decision-making process of a complex group: the DMU
- The construction of structured arguments: the CUB approach
- Build an action plan to engage different stakeholders: undecideds, internal sponsors, challengers
- The tools of negotiation to support and defend one's solution
- Best techniques for handling objections from an experienced acquirer
The moment of truth, or how to close to sell
- 6 techniques for closing a sale and leading the interlocutor to a decision
- Consolidate the visit by preparing for the next meeting
- A practical method for submitting a bid to a buying group
- Difficult negotiations: analysis of practical cases and solutions
- Methods of presenting price
Building and maintaining the relationship with the customer
- Evaluate and follow up on one's actions
- Cases of failure: solutions and proposals
Practical workshop: developing behaviors
- Arouse the interest of the customer or prospect
- Comprehensively analyze the customer's needs
- Personalize your proposal to strengthen customer impact
- Guiding the client toward the decision
Exercises
- Training active listening
- Simulation: sustaining the benefits of the solution
- Negotiating behaviors
- Simulation: win-win negotiation
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