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Sales Manager - free course from the Russian School of Management, training, date: December 7, 2023.
Miscellaneous / / December 10, 2023
Are you in the sales field and want to grow into an effective sales manager? Learn a new profession as quickly as possible and start showing good results from the first days of work? Do you need a working set of sales techniques to bring even complex deals to completion? Are cold calls intimidating? Among your clients are there persistent defaulters or those who constantly violate payment deadlines? Perhaps you have been entrusted with creating a system for working with key clients?
We suggest taking the Sales Manager training program to get answers to these other questions. You will learn how to reach the decision maker during a cold call, how to competently conduct a product presentation or services, based on the client’s benefits, familiarize yourself with the algorithm for overcoming objections and the rules of conduct bargaining.
Practicing teachers will tell you how to build an effective process for working with accounts receivable. You will develop a work and development plan for the company’s key clients. Thanks to the course, you will become an effective sales manager and will be able to position yourself correctly at the beginning of your career path.
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%.
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.
Working with accounts receivable
• What sources of information should be used to assess the client's solvency?
• How to become one of the priority suppliers - who always receive money on time?
• Interaction with the “risk group” - potential defaulters.
• From customer focus to money return focus: tightening negotiations with each stage of debt arrears.
• Features of late payment reminders.
• How to obtain a commitment from the client regarding the timing of debt repayment.
• Scenarios for negotiations on debt repayment.
• How to return money and not “overwhelm” the client.
• Ultimate demand against the debtor.
• Transition to other methods of debt collection.
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.
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