Direct sales - free course from the Russian School of Management, training, date: December 7, 2023.
Miscellaneous / / December 10, 2023
Do you often go to meetings with clients and conduct personal negotiations, but have no successful contracts yet? Do you want to learn how to work with client objections and bring even complex transactions to completion? Have you been working in sales for a long time, but do you lack knowledge about client psychology? Take the Direct Selling training program to understand these issues.
During the training you will learn to overcome problems during negotiations, establish contacts, work correctly with customer objections and convey the value of a product or service to the customer in an understandable way his tongue.
The course teachers will tell you the secrets of identifying people’s psychotypes, give you the keys to building a dialogue with any client, teach you how to ask the right questions and find common ground of interests.
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.
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
Specialist in effective communications, working with behavior and emotions. Practitioner in the field of tough negotiations and development of flexibility in the communication process.
Specialist in effective communications, working with behavior and emotions. Practitioner in the field of tough negotiations and development of flexibility in the communication process.
Sphere of professional competencies:
Determining the interlocutor’s behavior model.
Detecting lies in negotiations.
Destabilization of the interlocutor's position, tough negotiations.
Recruiting potential clients and agents.
Development of emotional intelligence and stress resistance.
Working with systems thinking, metacognitive skills.
Publications
http://delovoe.tv/event/V_Gosdume_predlozhili_rasshirit_vozmozhnosti_polucheniya_besplatnogo_visshego_obrazovaniya/
https://lenta.ru/news/2020/10/04/phrazi/
https://tvzvezda.ru/schedule/programs/content/201608171139-ti1d.htm/20191151753-ut81b.html/player/
https://tvzvezda.ru/schedule/programs/201608171139-ti1d.htm/2019124910-8tmAz.html
https://m.5-tv.ru/news/311770/pocemu-braki-porascetu-okazyvautsa-krepce-brakov-polubvi-otvet-psihologa/
https://www.5-tv.ru/news/314439/aze-govorila-kakie-vyrazenia-provociruut-naagressiu-otvet-psihologa/
https://www.5-tv.ru/news/314209/ulybka-nepravdiva-ekspert-ocenil-poslednee-foto-konkinoj-szenihom/
https://cont.ws/@sonofcont/1702190
https://smolensk-i.ru/society/speczialist-po-vyyavleniyu-lzhi-prokommentirovala-otvety-figurantov-dela-vlada-bahova_314858
https://www.kp.ru/daily/27235/4362213/?utm_campaign=internal&utm_medium=section_politi
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.