Sales techniques – advanced

Description

This course is focused on developing relational abilities that lead to an efficient exploitation of the existing client portfolio in order to maximize profits.

Objective

Understanding the importance of correct exploitation of the portfolio, developing proper strategies for obtaining a maximum retention of clients. Acquiring the necessary elements for a planned and organized activity to produce the expected results with minimum resources. Developing listening skills, transmission of the right messages, negotiation and closing the sales.
Understanding the importance of attitude towards sales and the customer, as a factor that can facilitate the sales process or, on the contrary, can generateobstacles and dissatisfaction.

Addressing to

Sales consultants with medium and high experience.

Duration: 3 days

Topics

1. BASIC ELEMENTS IN SALES
– Attitude towards the sales process
– Image and personal message
– Communication process
– Selling cycle

2. RELATIONAL SELLING
– Categories of clients
– Consumer psychology and behavior
– Decision process
– Influences on the buying decision
– Types of acquisitions
– Decision unit
– Relation depending on the customer type
– Types of relationships desired by clients
– Customer relationship management
– Why a long time relationship?
– Customer retention
– The advantages of long time retention
– Customer loyalty. What makes a client become loyal?
– Value offered to clients
– Brand. Brand value
– Expectances – perceptions gap
– Costs per client
– How much does a customer value?
– Developing strategies of retaining customers
– Transactional versus relational
– Relationship scale

3. WHAT AND HOW WE NEGOTIATE
– Negotiation rules
– Preparing the negotiation
– What do we negotiate?
– How do we negotiate?
– Negotiation techniques

4. PLANNING AND ORGANIZING THE ACTIVITY OF A SALES CONSULTANT
– Why do we need a plan?
– Realizing the plan
– Activity schedule
– Evaluations and analyses. A proven system for high profit. Repeatable results.