Effective sales techniques - free course from the Russian School of Management, training, Date: December 7, 2023.

Consultant for the development of production systems, TPS Certification, member of VOIR. Competencies: project management in the field of lean manufacturing.

Specialist in operational psychodiagnostics, profiler, image expert. Author and presenter of seminars, business consultant. Has experience in brand management.

Search for clients. Cold calls
• Search. How to collect a client base in a couple of days, the development of which will take at least a couple of months?
• Processing of incoming leads and calls.
• Analysis of lead generation channels, optimization and launch of new ones.
• Active search, formation and initial development of client bases.
• Targeted activities.
• Cold calls. How to get through the secretary in seven out of ten calls and set up a meeting with the decision maker?
• Preparing for cold calls - self-tuning. Client as business, Client as people.
• Cold calling script concept. Business card tool.
• Basic needs of decision makers.
• Techniques and tricks for passing the secretary.
• How to start a conversation with a decision maker without hanging up.
• Tips for dealing with excuses during cold calls (“There are suppliers”, “Nothing needed”, “Send an offer”, etc.).
• Methods for setting up a meeting with decision makers.

Identification of needs, presentation, commercial proposal
• Identifying needs. How to help a client understand what he wants, even if he doesn’t know about it himself?
• Classical method - fifteen basic questions.
• Development of hypotheses of client needs that are significant and interesting to us.
• Identification of supplier selection criteria.
• Producing a presentation. How to tell about your product so that everyone wants it?
• Three-level model of advantage formation.
• The Five Cs of any presentation.
• Laws of persuasion.
• Working with supplier selection criteria when discussing a proposal.
• Argumentation map.
• Formation of CP. How to make a sellable CP?
• KP goal and strategy.
• Rules for an ideal CP.
• Standard methods for drawing up CP.

Handling objections, negotiating, bargaining, pressure
• Work with objections. How to avoid customer objections, and if they do exist, turn them into additional arguments in favor of a purchase?
• Types and reasons for objections.
• Algorithm for overcoming objections.
• Methods for overcoming objections.
• Typical objections, ways and techniques to overcome them.
• Negotiation. How to achieve your goals and effectively conduct a meeting with decision-makers?
• Checklist for preparing for the meeting.
• Starting a meeting - establishing contact.
• Negotiation strategies.
• Trades. How to sell with a profit?
• Trading rules.
• Chips and tricks during bidding.
• Boost. How to turn customer requests and requests into shipped products and money received?
• Principle and methods of pressing.
• General techniques for completing a transaction.

Profiling. Knowledge of character
• Basics of typology, features of human thinking
• Types of characters (demonstrative tendency, aggressive tendency, stuck tendency, sensual tendency, active tendency, creative tendency)
• Types, essence and grounds for the formation of various psychotypes of human character
• External manifestations of the psychotype (gestures, facial expressions, style of self-expression, features of self-presentation)
• Goals and values ​​of people of different psychotypes
• Technologies for correcting the interlocutor’s behavior based on knowledge of his character type
• Conflict management taking into account the psychotype of the interlocutor
• Connection between the type of thinking and a person’s psychotype
• Drawing up a character profile based on facial features
• Determination of psychotype based on video and photographic materials
• Errors and inaccuracies in determining the psychotype
• Features of collecting information to determine a person’s psychotype
• Analysis of the psychotypes of famous people, video examples
• The problem of self-analysis and the ability to regulate one’s own behavioral manifestations
• Working with combinations of psychotypes in one person
• Practical tools for influencing people during group communication
• Additional ways to influence carriers of various psychotypes
• Exercises for post-training development of analysis and observation of the interlocutor’s behavior

Detecting lies. Negotiating power
• What is a lie. Why do people lie? Forms and types of lies. The approximate freezing point is the point from which deception begins.
• Frequency and depth of breathing, swallowing, intensity of sweating and other manifestations of the autonomic nervous system that must be taken into account to determine the truth.
• Facial signs of deception. Microexpressions.
• Signs of falsification of emotions. Using a training program to identify emotions.
• Body language (postures, gestures, location in space) and its interpretation.
• Verbal (verbal) signs of deception, speech patterns.
• Individual differences that need to be taken into account when recognizing lies.
• Baseline of human behavior and deviations from it.
• Differences in lie detection techniques depending on when the interlocutor knows/does not know that he is a suspect.
• Drawing up targeted questions to test hypotheses.
• Detection of lies in a telephone conversation. Lie detection from written text. Errors and precautions in detecting lies.
• Analysis of video and photographic materials of speeches of famous people (politicians and television journalists, artists).
• Rules for conducting a conversation, survey. The sequence of questions, points of contact of interests and other methods of adjusting to the interlocutor.
• Algorithm for improving the skill of diagnosing lies.