The world is not run by those who are right
and those who can convince others in their rightness.
Jamshid Garaedaghi
For whom: sales managers of complex services
Training objectives:
- To study the methods of identifying and shaping the needs of different categories of customers using the 4P questioning technology as a tool to overcome customer indifference;
- To develop the skills of adjusting and leading the client in the communication process;
- Work out presentation models and arguments for choosing company products,
- Practice the skills of developing a portfolio of products for a client.
The emphasis in the training will be on the development of communicative flexibility necessary to form a need and argue your proposal, as well as to conduct sales for "difficult" clients. All tactical and communication techniques will be practiced on practical cases. Based on the results of the training, a report will be drawn up containing a brief assessment of the work of the participants according to the criteria agreed with the customer, & nbsp; as well as feedback from the trainer and recommendations for further personnel development.
Form: intensive group and individual work. The program includes business and role-playing games (possibly with video recording and subsequent analysis of the video), exercises and practical tasks.
Duration: 2 days
Training program
Foreword
- Introduction, presentation of the training program
- Set training goals
- Regulations and rules of work at the training
- Complex corporate sales - system model. Formation of a common understanding of the process and result of sales, players and factors influencing the result.
Effective interaction with the client.
- Loyalty ladder
- Efficiency criteria.
- Selling yourself, a company, a product.
- Communication skills of making contact and establishing relationships.
- Techniques for adjusting and unfreezing communication.
- Login status, compliment, intonation.
- Active listening.
- Workshop "Mini Company Presentation"
Needs Generation Strategy (4P Method)
- Questions about the State of Affairs
- Questions about Issues
- Questions about Consequences
- Questions about Needs
Effective Argumentation Techniques
- Techniques for effective argumentation: what are arguments, types of arguments, argumentation structure. (On the example of the company's products).
- Game "Argument it"
- Value argumentation, compiling and working out chains of arguments
- Common Argumentation Errors, Exercise - Troubleshooting
- Adaptation of the company's products to the needs of the client (Criteria Equalizer Technique).
During the training, participants:
- will work out and consolidate the skills of effectively establishing contact with the client, forming a positive trusting relationship with the client
- learn how to identify and form the needs of different categories of customers using the 4P technique
- will work out the skills of adjusting and leading the client in the process of communication
- recognize the need to use active listening and empathy techniques in working with clients
- develop and consolidate successful presentation models of the company's products, persuasive impact for various categories of customers
- will develop the skills to adapt the company's product portfolio to the needs of the client.
The training program is basic and can be adjusted to the specifics of your business.
If you did not find a suitable option on the site, please contact us and we will develop any training program for you.
You can contact us in any way convenient for you
