Category: SALES TRAININGS – BASIC LEVEL
Duration: 1 to 3 days
Difficulty: Basic
Options: prework-monitoring, entry and/or exit test, on-field mentoring
Suitable for: sales representatives with up to 1 year of experience, supervisors, regional sales managers, key-accounts managers, team leaders, trade managers, trade directors, logistics managers, trade operations managers, merchandisers
List of the active training modules:
PROFESSIONAL SALES – PART 1
- organization of the working day
- foundations of the sales in distribution
- obligations of the sales representative
- contacting new clients
- steps in a trade visit
- analysis of client potential
- defining client’s needs
- transformation of characteristics into benefits – FAB
- building business relations with the client
- toolkit for professional sale
PROFESIONAL SALE – PART 2
- method of convincing sales – PSF
- 15 top techniques for influencing client decisions
- distributional channels – principles of functioning
- rules for working with corporative structures
- working with client information
- standards for communication with clients; active trade conditions – management of sales
DEALING WITH OBJECTIONS/ mechanisms and appliances
- BASIC METHOD FOR DEALING WITH THE OBJECTION “BUT” – ESSENCE
- METHOD “LACE”
- METHOD “BOOMERANG”
- METHOD “HELICOPTER”
- METHOD “CLOSING CONDITION”
- METHOD “SURPRISE”
- METHOD “DIVERSION”
- METHOD “FEEL-FELT-FOUND”
- METHOD “LAARC”
- METHOD “LAIR”
- METHOD “PRE-FRAMING”
- METHOD “RE-PRIORITIZING”
ELEMENTS OF SALES – PART 1
- A SELLING ATTITUDE
- SIGNALS FOR PURCHASE
- TRICKS FOR CLOSING SALES
- TYPES AND CHARACTERS OF CLIENTS
- CLIENT ROLES
- SELLING WITH “NO”
- CHARACTERISTICS AND BENEFITS
ELEMENTS OF SALES – PART 2
- REFFERENCES AND OPINIONS
- LISTING BENEFITS
- METHOD “LOCATE” – THE MODERN SALE
- THE TRAP OF “SELF-CLOSURE”
- “FUNNEL” OF SALES
- TRADE TRAINING AND AUTOTRAINING
- TRADE WISDOM
- SELLING WITH QUESTIONS
- SELLING WITH “SUPPORTIVE ENGAGEMENT”
- SYSTEMIZED SALE
- THREE MAIN TYPES OF CLIENTS
- THREE RULES FOR APPEARANCE
- USP – UNIQIE SELLING PROPOSIOTION
NEGOTIATIONS IN SALES
- DEFFINITION OF THE PROCESS “NEGOTIATION”
- NECESSARY NEGOTIATION SKILLS
- STYLES AND COMMUNICATION IN NEGOTIATIONS
- DOMINATION OF SENSES – RATE AND COMBINING
- STRUCTURE OF THE TRADE NEGOTIATION – PHASES
- PREPARATION FOR NEGOTIATIONS – THE BACKGROUND CHECK
- DEFINING NEGOTIATION GOALS AND IFP
- GIVING A PROPOSITION FOR NEGOTIATIONS
- GIVING AN ANSWER FOR NEGOTIATION PROPOSITION
- ANSWER OF A TACTICAL MOVE IN NEGOTIATIONS
- CLOSING THE NEGOTIATIONS
- DEALING WITH CONFLICTS IN NEGOTIATIONS
- KEY-ACCOUNTS NEGOTIATIONS
- BAYER TACTICS
