Intended for:
For professionals who want to develop sales techniques in depth. Especially useful for proactive (agents, representatives, outbound telesales) and B2B sellers.
Challenge:
Clothes for the uninitiated The life of a salesperson seems simple: smile, talk to interesting people, look good and collect the bonuses you deserve. However, those who have encountered reality know that the life of a Seller is far from easy.
You can search subtle process descriptions or read books of wise advice, but no one has yet come up with a formula that would tell you how to act in always different and unexpected sales situations. They tend to be especially unexpected in sales of services, similar products, "difficult customers" or B2B.
How to connect the existing Product with the specific Customer's needs? How to update the Customer's needs? What are and are not my Product Benefits? What do different B2B buyers expect from me? How to explain the benefits of the service? How to resolve customer objections amicably? How to sell if the Client manipulates or is aggressive?
About this in more detail - Kārlis Apkalns in the seminar "Sales. For Tech Masters."
Benefits of the course:
Advanced Skill Selling Opportunities for Salespeople (opportunities) convert (conversion) in transactions with:
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repeated sales negotiation structure and 1st level skills;
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application of general skills to everyday marketable Product;
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in-depth understanding of different customer motivations;
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skills to actualize Customer Needs.
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handy handouts for repetition and skill maintenance.
Course format:
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In-person training;
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Analysis and systematization of personal experience;
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Homework, video recording and analysis of common experience.
Kārlis Apkalns
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MBA (Riga Business School).
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10+ years business skills trainer & a consultant.
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Academic practice in Latvia's TOP business universities.
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Marketing, Strategic marketing experience.
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350+ groups, 25+ topics, 100+ original seminars.
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Worked with infogr.am, SAF Tehnika, Siemens, Exigen, VISMA, LMT, Tele2, Lattelecom, BTA, Balta, Ergo, Seesam, Citadele, Nordea, Reaton, Pfizer, Mylan, Olainfarm, Toyota, Peugeot, Ramirent, Wurth, Baltic Data, Rolling!, Hanzas Maiznīca, 3M, etc.
Program:
Two days in person | 16 academic hours
Day I
CUSTOMER NEEDS
8 welldemic hours
TRAINING CONTENT
Intro/Repeat:
What was learned at the first seminar level
Stage find out - Update of Customer Needs
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The SPIN formula and its use
Professional Homework (with video)
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SPIN + ΙII + P, with Closing, up to 3 min.
Stage to present - creating company arguments
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How does the Marketing mix/7P make the Spider?
Stage to present - Arguments based on advantages
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Product and Company advantages
Stage find out - Conversation with Clients of various positions
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How to apply arguments to different players?
EXERCISES
The most essential needs of the client
Various positions of the Client and their needs
Day II
WORKING WITH OBJECTIONS
8 academic hours
TRAINING CONTENT
Stage to finalize - Bypassing objections "without force"
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Principles of Socratic Questioning
Professional home work "with the Client" (with video)
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SPIN + LII + P, Shutdown & Socrates, up to 5 min.
Stage to present -Practical use of the spider
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How to Play Benefits & Weak spots?
Stage to present - Service sale
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Customer Cost model, its application
Stage to present - "Bad words" and euphemisms
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How not to accidentally hurt the Customer?
Summary - Effective sales pyramid
EXERCISES
The most common customer objections
For the supplierhands making arguments
"Bad names" in my industry
