Consultative sales in b2b or b2c

No prior knowledge is required for training

Target group

• Anyone in the organization who wants to improve their competencies, (attitude, knowledge, skills) in the area of sales psychology
• Salespeople and managers who want to improve their sales competencies
• Sales or customer service employees who are involved in the process of b2b or b2c sales
• Entrepreneurs who are in the business of selling services or products

EDUCATIONAL OBJECTIVE OF THE TRAINING:
The training prepares you to manage the sales process, with particular focusing on practical skills at all key stages of the process. Participants in the course will learn how they can influence the customer's buying process and their
sales process, at the different stages of both processes. The overarching result of the of the course will be an increase in sales skills. Participants will apply the knowledge acquired during the course and qualitative gains in key interpersonal skills, to
increase their effectiveness in sales.

Educational purpose of the training

• You will learn modern sales models, tools and techniques to use in b2b and b2c sales processes.
•  You will plan an effective sales strategy, using the models you have learned, tools and techniques, and you will describe the sequence of key events in your sales process that has the greatest impact on the sales outcome.
• You will raise to a higher level, the key interpersonal skills that will allow you to
• You will increase your effectiveness in sales.

Benefits of attending the training 
You will practice the models, tools and techniques you have learned, increasing your level of skills that have the greatest impact on your sales results.

The training will strengthen your knowledge

• From the area of sales psychology
• From the area of building an effective strategy and effective sales processes
• From the area of managing yourself in all key sales processes, which have the greatest impact on your sales goals

The training will strengthen skills in the area of 

• Selecting sales models, tools and techniques appropriate to the situational context
• Increasing your influence on the results achieved in sales
• The ability to build values and sales arguments
• The ability to select values and sales arguments that respond to the customer's needs and goals
• The ability to design the sales process, to determine the activities and behaviors that have the greatest impact on the outcome, at the different stages of your sales process
• The ability to select sales arguments that result in a business case and return on investment
• The ability to diagnose customer needs
• The ability to conduct a sales conversation, using the developed sales arguments to effectively influence the customer's buying process
• The ability to manage customer objections

Training will strengthen competencies

• Influencing, in the sales process, with the use of substantive arguments and business justification
• Reading the context of the situation and selecting the right models, tools and techniques
• Managing your actions in the main sales processes

The participants after the training

• Distinguishes and understands the specific conditions of customer behavior and actions, at the
• individual stages of the sales process, which allows him to effectively select adequate actions, thereby increasing his/her effectiveness in action, at the various stages of the sales process.
• Leads to the finalization of the sales conversation, which guarantees the satisfaction of the the needs of both parties to the transaction.
• Adopts a win-win attitude during the sale to satisfy the goals and needs of of both parties to the transaction, which influence the building of a long-term relationship with the customer
• Actively listens to and understands from what the positions expressed by the customer and the customer's needs and effectively collaborates with the customer to develop an agreement win-win in the sales process
• Selects adequate sales arguments to meet the needs, problems, goals business and personal interests of the customer, from which the greatest return on investment is derived for the customer
• Recognizes and counteracts customer pressure and manipulation.
• Effectively manages customer objections.
• Increases his/her effectiveness in acting at key stages of the sales process.
• Manages his actions effectively, in the main sales processes, thereby increasing its sales effectiveness.

Module 1 

• Establish the individual objectives of the trainees.
• The main sales processes and sales standard of the trainees vs. purchasing process of their customers.
  - Quantitative and qualitative audit, of a dozen sales processes that have the greatest impact on the sales goals of the trainees.
  - Determination of the main sales processes that have the greatest impact on the trainees' sales goals of the trainees.
  - Verification of the activities described in the sales standard, of the trainees, in terms of quantitatively and qualitatively.
  - Design and describe the sales process of the trainees and determine and describe the activities that must be undertaken by the trainees, at the various stages of their sales process, so that they can increase their effectiveness in action

Module 2

• Customer segmentation. Describing the buying committee, (buying personae) their: problems, goals, customer objections at different stages of the process, purchasing process.
• Assigning the objections of prospects and existing customers to the different stages of their buying process.
• Develop responses to customer objections and ways to counteract the occurrence of objections.
• Developing sales arguments - a bank of sales arguments.
• Practice selection and presentation of sales arguments, (which were previously described) adequate to the customer's problems and goals.

Module 3

• Develop actions and behaviors (what we can do) that have a function of counteracting and managing customer objections.
• Training to neutralize customer resistance, practicing the skills of "disarming the customer", using language structures that serve to "dissolve resistance" of the customer and establish an agreement.
• Simulations of sales conversations with the customer to practice the selection of sales arguments.

Module 4

• Simulations of sales conversations with the customer and practice building value and "price" defense and business case.
• Energy management in difficult relationships. Practice of linguistic structures (verbal communication) for managing a difficult situation.
• Model of the dynamics of emotional escalation, which allows us to understand when we should decide to have a constructive confrontation in order to have control over the emotions and settle the matter and not escalate toward conflict.
• Model of constructive confrontation developed on the basis of NVC (non-violent communication nonviolence) by Marshall Rosenberg. Simulation of conversations with so-called "difficult clients."
• Planning implementation working through issues during the training.