Chips in sales - real practice - free course from the Russian School of Management, training, Date: December 7, 2023.
Miscellaneous / / December 10, 2023
Are you planning to grow into an effective sales manager and master a new profession as quickly as possible? Do you need a working set of sales techniques to bring even complex deals to completion? Want to learn how to use sales techniques to deal with different types of clients? Take the course “Tricks in Sales - Real Practice” to get answers to these and many other questions.
As part of the training you will learn how to:
— Reach the right employee during a cold call.
— Competently conduct a presentation of a product or service, showing all the benefits for the client.
— Overcome objections and negotiate correctly.
— Learn to speak with clients in their language.
— Develop and implement a plan for working with the company’s key clients.
Thanks to the course, you will be able to become an effective sales manager and will see that sales is a truly exciting and creative process.
Consultant for the development of production systems, TPS Certification, member of VOIR. Competencies: project management in the field of lean manufacturing.
Consultant for the development of production systems, TPS Certification, member of VOIR. Competencies: project management in the field of lean manufacturing.
B2B sales expert. Co-owner of an IT service for sales automation. Implemented 107 sales development projects with growth from 4% to 325%.
Specialist in operational psychodiagnostics, profiler, image expert. Author and presenter of seminars, business consultant. Has experience in brand management.
Certified business coach, specialist in operational psychodiagnostics and impression management in business and interpersonal communications. Profiler, image expert, career coach.
Specialization:
HR profiling
Personnel assessment and adaptation
Team building
Soft skills
Management skills
Image consulting
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
Working with key clients. How to identify, negotiate and develop your key customers?
• Key client: features and main characteristics.
• Factors influencing the results of work with a key client.
• Rules for the work of a successful person.
• Key client, who is he?
• Characteristics of the key client.
• Difference between a key client and a regular client.
• ABC analysis algorithm and strategy for working with key clients.
• ABC analysis of the client.
• Strategies for working with key clients.
• Identification of a key client. Personal interaction with key clients.
• Features of the decision-making process of a key client. Negotiation rules.
• Decision-making mechanism for a key client.
• Key client decision cycle.
• Key client card.
• Negotiation rules.