Methodus training portfolio includes the following four areas:
Methodus training portfolio includes the following four areas:
Duration: 2 days
Goal: Mastering 8 basic sales steps
Goal: Mastering 8 basic sales steps
This training is for sales personnel involved with sales through direct communication with buyers, users, clients and any kind of customers.
1st Step: Preparing for sale
- Preparation elements (knowing the product the and customer, self-knowing)
2nd Step: Making the contact
- Attracting and keeping client attention in phone conversation
- Negotiating the meeting
- Psychology of good impression
- Making the harmonious relationship – rapport
- Non-verbal communication in direct sales
3rd Step: Opening the conversation
- Techniques for opening the sales conversation
4th Step: Needs assessment (client/user)
- Persons needs – motivation models
- Making the influence model – the role of listening
- Types of not-listening
- Active listening
- Using questions in sales – open and closed questions
5th Step: Making the offer
- Offering using clients words
- Packing the product within customers needs
6th Step: Argumenting objections and excuses
- Difference between objection and excuse
- Objection as a sign of purchase
- Training counter-argumenting: how to make objections work for you
7th Step: Closing the sales
- Techniques for closing sales
8th Step: Care for the client
- Making emotional connection with the client
- Staying in good memory
- Importance of relationship for clients loyalty
Advanced models for making influence
- Successful approach to negotiations
- Methods of negotiation in sales
- Advanced strategies in handling objections and excuses
- Positive interpretation – reframing
- Advanced techniques for closing sales
Controlling critical situations
- Working with difficult clients
- Solving conflicts
Personal sales management
- Making sales plan – systematic sales plans
- Monthly, weekly and daily planning
- Time management matrix – urgent & important, efficient & effective
- Time stealers
- Methods for dealing with stress
Being proactive and motivated in sales
- Being proactive and reactive
- Psychological factors in successful sales
- Intrinsic motivation in sales – “inside-out” sales
- Motivation and ambitiousness – setting S.M.A.R.T. goals
- Power of believing – beliefs of successful communicator
- Psychological barriers for success in sales
- Self-image and self-confidence in sales
- Controlling emotions – developing sales enthusiasm
- Top sellers psychology
- Personal vision of successful sales career