Základní info
Target Group: Sales and Product Team
Goals & Target Practice:
- Gain a greater awareness of how to build trust and how different types of behaviours interact in the selling environment affecting relationship building.
- Understand the selling process and a systematic way to remain in “sync” with their customers allowing them to get to "yes" faster and easier.
- Learn how to consistently communicate value throughout the whole selling interaction by understanding the true costs of doing business.
Content:
- How to prepare for negotiation.
- Importance of active listening.
- Questioning as a tool for analysing, conversation steering and reducing conflict potential.
- Phases of sale meeting – what can be skipped and what should not be underestimated.
- Understand the critical buying factors for their customers.
- Anticipate and handle customer’s negative behaviour, conflict, and objections.
- Use creative problem solving to enhance solutions and recommendations in order to meet their customer’s specific requirements.
- Learn how to get agreement on action steps to bring closure to discussions.
- Delivering unpleasant news.
- Implement persuasive communication techniques.
- Achieve projection of control and confidence.
- Carry out a self-critique program to evaluate implementation of the skills and make performance results long lasting.
Methods & Tools:
Program can be adjusted according to needs, level and progress of participant.
- Model situations, examples and case studies.
- Audio/video analysis and feedback.
- Practice real-life situations.
- Simulations and role playing.
- Individual and group coaching.
- Discussion.
