For Sales Persons |  |
Training “Professional Communication in Sales”
It is very important to know how to treat the client correctly for successful sales, in addition to knowledge of the product and orientation to quality rendering of services.
Establishing trust relationships with the client and guarantee of long-term cooperation is an important task and a passport to success in the field of sales. Your individual sales style will be formed during the 6 training days, built according to the modular principle. During the practice, between separate training days, you will be able to implement your new knowledge and assess the results obtained. You will develop your own individual style of sales and will make bigger success in work with your clients.
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Target audience |
The training is intended for all employees willing to sell their goods/service successfully and establish long-term relations with clients: commercial managers, sales persons, sales representatives, as well as those beginning their work in the field of sales.
The number of participants in a group: 8-10 persons. |
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Work methods |
- Interactive practical exercises;
- Individual and group work;
- Self-assessment and obtaining feedback from the instructor and colleagues in training;
- Presentations;
- Experience exchange and discussions.
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Summary of training topics:
- Bases of Sales Person’s Professional Conduct:
- Principles of action in communication.
- Basic directives of a sales person.
- Sales Person’s Tools at Different Sale Stages:
- Establishing contact. Preparation for meeting.
- First meeting. Determining needs.
- Criteria of successful presentation. Presentation in terms of client’s benefit.
- Algorithm of work with objections. Negotiating price/conditions.
- Work with the delaying technique. Variants of negotiation completion.
- Claim as an opportunity to receive a recommendation to potential clients.
- Establishing trust partner relations with the client.
- Negotiations with the board. Team sale.
What advantages do participants get as a result of sales training:
- Each participant elaborates his own specific individual key formulas which help him/her coordinate meetings with the client’s representatives, responsible for decision making, and increase the number of clients;
- Introduction of three principles of action in communication during sales makes conscious the attitude to details, which influence success of the sales process;
- Each participant can formulate enough open questions with justification of the meaning, which are aimed at determining the client’s needs, in order to see the current situation, client’s goals and key parameters of further cooperation;
- The seller gives the Customer the advantages of the goods/services selectively, exclusively from the viewpoint of customer’s benefit, without flooding him/her with excess information;
- Quality of attitude towards the client is increased, since there is sincere open interest of the seller to the customer;
- The ability of establishing equal partner relations with the client within the strategy “Profit for both”;
- Formation of a presentation in terms of client’s benefit;
- The skill of negotiating the price without losses for the own plant;
- Sellers know the algorithm of ensuring further cooperation with the client after conclusion of a deal by means of conducting a dialogue using the procedure “PROACTIVE®”;
- Sellers are motivated for developing an individual sales style and increase of their professionalism and labour efficiency.
Training dates:
Day 1 - 16.09.10 Day 1 – 25.01.11
Day 2 – 07.10.10 Day 2 – 15.02.11
Day 3 – 28.10.10 Day 3 – 08.03.11
Day 4 – 18.11.10 Day 4 – 29.03.11
Day 5 – 07.12.10 Day 5 – 19.04.11
Day 6 – 28.12.10 Day 6 – 12.05.11
Detailed information can be obtained from our specialists by telephone:
+ 7 495 660 20 19 or e-mail: olga.pytko@alpeconsulting.com
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