Description

It is an intensive, comprehensive, and hands-on seminar intended to guide and empower Sales Executives by presenting contemporary methods and providing answers to crucial questions. Upon completion of the seminar, sales executives will be able to apply a well-structured approach in all aspects of the sales process. From goal setting and contacts preparation, to determining clients’ needs, making suggestions with great added value, effectively managing special types of behaviour and arguments, seminar participants will be able to function more efficiently and establish long-term cooperation relations with the client.

Course Content

PRINCIPLES OF COACHING –SETTING OBJECTIVES

  • Coaching: The 4-stages process
  • Setting and agreeing on objectives
  • Monitoring and achieving goals
  • Quality of Reports


PREPARING CONTACTS WITH CLIENTS

  • Identifying prospective clients
  • First approach (by telephone, Direct Mail)
  • Scheduling meetings
  • Time management
  • Preparing the presentation
  • Presentation techniques


CONTACT WITH CLIENTS

  • Are you selling to the right person of the Customers Company?
  • Critical points at the 1st meeting o Active listening o Active listening instead of prejudgement o Understanding body language o Attractive presentation of the product or service
  • Diagnosis of needs
  • Preparation and follow up of the offer
  • Critical points of negotiation
  • Managing confidentiality
  • Critical points for quality communication
  • Handling objections
  • Maintaining and expanding cooperation (Cross – selling)

MANAGEMENT OF CLIENTS SPECIAL BEHAVIOURS

When customers:

  • Are upset
  • Are in a hurry
  • Request special treatment
  • Have negative experience from the company
  • Offend the competition
  • Ask questions you do not know the answer to
  • Point out the competitors’ lower prices
  • Suggest improvement of the product or service
  • Attempt to misappropriate private information
  • Threaten to press charges
  • Ask for information that they may not have
  • Are confused regarding their personal needs


CRITICAL SUBJECTS REGARDING SALES PRESERVATION AND GROWTH

  • Collaboration with different Departments of the company
  • Critical ‘inner’ skills of salesman
  • How do salesmen contribute to brand building
  • Customers become our salesman (partnership building)
  • Increasing self-confidence
  • Self-regulated salesmen
  •  Increasing the perception of quality customer service
  • Customer Lifetime Value
  • Handling Complaints
  • Successful salesman’s checklist

  • Commercial Directors
  • Directors of Sales
  • Salesmen and executives in charge of Promotion of Products and Services
  • Human Resource Managers

Seminars material includes:

  • “Coaching for Sales Executives” manual including Case Studies and solutions (hardcopy)
  • Complete seminar presentation
  • Free consultancy services on the seminar topic, for an entire year, available trough our website

Live Online Training
Date: 2021
Venue & Hall: E-learning,
Participation Fee 500 €
Participation Form
Discount analysis:
10% discount for the 2nd participation, and
20% discount for the 3rd and every subsequent.- 25% discount for online seminar purchase
Participation Fee 500 €
Participation Form
Discount analysis:
10% discount for the 2nd participation, and
20% discount for the 3rd and every subsequent.- 25% discount for online seminar purchase

Are you interested in In-Company Seminar?

AQS specializes in organizing in-house seminars, tailored to the needs and goals of your company.

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