Why you should take this training?

During the training, participants will improve their sales talk capabilities using various sales skills and techniques. Thus, the training is designed to provide knowledge in the field of effective sales techniques, use of strategies for opening a conversation, breaking the ice, conducting a fruitful sales meeting and closing a sales deal. Proficient use of selected techniques, creating customer involvement, increasing one's own credibility and building trust, handling objections.

Who is it for?

The training is intended for those working on an everyday basis as sales representatives, call centre employees, salespeople who want to develop the skills of perceiving a situation as seen by the customer, taking into account their needs, to improve their ability to conduct and steer a sales talk, to learn the techniques of professional sales presentation, and to better learn how to react to difficult situations when dealing with customers

Agenda of the training:

I. Psychology of sales and preparation for sales:

1. Sales process
2. Psychology behind salespeople's behaviour
3. Psychology behind customers’ behaviour
4. Typology of customers
5. Sales techniques

II. Communication with the client:

1. Communication process
2. Barriers and disruptions to customer communication
3. What is important for customers when talking with a salesperson?
4. Communication circle and square, verbal and non-verbal communication
5. Words that lock the sale and make the customer open to talk with the salesperson
6. Difficult customer or difficult situations? How to deal with them?

III. Identification and analysis of customer needs:

1. How do you talk to customers about their needs and concerns?
2. The role of questions in the sales process
3. Questions to accelerate sales
4. Question asking techniques
5. Active listening techniques

IV. Effective presentation of your offer and your company:

1. Forms of presenting the offer – customer solutions
2. How to speak the language of benefits?
3. Proper presentation of the company
4. Customer benefit matrix
5. How to talk about price
6. How to draw up an offer for a customer? Rules of drawing up commercial offers

V. Customer commercial games and responding to customers’ concerns:

1. When do customers raise their concerns?
2. Why do customers refuse?
3. Why do customers play with salesmen?
4. Customer tricks
5. Methods for tackling customers’ tricks and objections
6. How to be assertive?

VI. Prospecting – effective customer acquisition and sales planning:

1. The role of prospecting in the sales process
2. Setting the right sales targets
3. Company resources and viable sales systems
4. Building a customer profile
5. Customer map – where to find the right customers?
6. Methods for reaching decision-makers
7. How to become a good networker?

VII. Conducting telephone conversations with customers:

1. The right attitude for salespeople on the phone
2. Rules of telephone communication and building a professional image
3. Types of telephone conversations with customers
4. Standards for conducting telephone conversations in the company
5. Telephone conversation scripts
6. Making appointments on the phone
7. How to deal with a secretary?