Category: SALES TRAININGS – ADVANCED LEVEL
Duration: 1 to 3 days
Difficulty: Advanced
Options: prework-monitoring; entry and/or exit test, on-field mentoring
Suitable for: experienced sales representatives, supervisors, regional sales managers, key-accounts managers, team-leaders, trade managers, trade directors.
List of the active training modules:
SALES CLOSURE:
- HUMAN PSYCHOLOGY – BASIC RULES
- CLIENT SIGNS FOR PURCHASE DESIRE
- VERBAL AND MIND TECHNIQUES FOR CLOSURE PREPAREMENT
- “ENGAGED” CLOSURE
- “ENGAGED BACK” CLOSURE
- “TRY IT” CLOSURE
- “ALTERNATIVE” CLOSURE
- CLOSURE BY “SIGNING UP”
- “COMPARATIVE” CLOSURE
- “BEFORE-AFTER” CLOSURE
- “HIGHER RESPECT” AUTHORITY
- “SIMILAR SITUATION” CLOSURE
- “OFFER THE DEMAND” CLOSURE
- “CALL ME” CLOSURE
- MISTAKES IN SALE CLOSURE
TRADE MODELS OF SALES:
- TRADE MODEL “ONE-TIME SALE”
- TRADE MODEL “CONSULTATIVE SALE”
- TRADE MODEL “CALCULATIVE SALE”
- TRADE MODEL “SALE BY BUILDING A RELATIONSHIP”
- TRADE MODEL “SPIN SALE”
- TRADE MODEL “CLIENT-ORIENTED SALE”
- TRADE MODEL “SYSTEMIZED SALE”
- TRADE MODEL “HIGHLY PROBABLE SALE”
- TRADE MODEL “BUY FOR COMFORT”
- TRADE MODEL “CONCEPT SALE”
TRADE METHODS OF SALES:
- TRADE METHOD 1 – “ADAPT”
- TRADE METHOD 2 – “AIDA”
- TRADE METHOD 3 – “LAIR”
- TRADE METHOD 4 – “LOCATE”
- TRADE METHOD 5 – “SELL”
- TRADE METHOD 6 – “SPIN”
- TRADE METHOD 7 – “FAB”
DEVELOPING A “PROSPECTING” CLIENT NETWORK:
- METHOD 1 – TRADE VISITS
- METHOD 2 – “ICE COLD CALLS”
- METHOD 3 – CONFERENCES, EXPOSITIONS, FAIRS
- METHOD 4 – DIRECT MAILING
- METHOD 5 – “EXPERT” ATTRACTION
- METHOD 6 – REFFERENCE USAGE
- METHOD 7 – “ORPHANS”
- METHOD 8 – “CREATE A GOOD PRACTICE”
- METHOD 9 – CLUBS AND SOCIETIES
- METHOD 10 – BRAND GUILD INFORMATION
- METHOD 11 – “WEB-TRAL”
- METHOD 12 – INTERNET RESOURCES, WEBSITE, BLOG, FORUM, LIBRARY
MANAGEMENT OF THE “QUALIFYING” PROCESS:
- DEFFINITION OF THE “QUALIFYING” PROCESS
- QUALIFYING CRITERIA
- FILTERING -“QUALIFYING IN”
- FILTERING -“QUALIFYING OUT”
- TOP FIVE QUALIFYING TECHNIQUES