level_advanced_redaktCategory: 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