Code Program name
VV20.1.

ACTIVE SALES FOR NEW CUSTOMERS

  • Sales results' planning and personal effort evaluation model.
  • Effective introduction. Positive initial impression formation.
  • Argumentation and containment of objections, when working with new clients.
VV20.2.

PROFESSIONAL SALES

  • Sales strategy and tactics. Systematic sales planning and performing.
  • Structure of a visit. Essential sales technique and practical situation modeling, analysis;
  • Communication psychology.
VV20.3.

PURPOSEFUL QUESTION FORMATION AND ACTIVE QUESTION

  • Purposeful conversation /interviews in various business situations;
  • Active question technique, encouraging openness and decision making;
  • Purposeful question formation model F3P, encouraging trust/self confidence and agreement.
VV20.4.

FORCEFUL SPEAKING AND DISCUSSION MANAGEMENT

  • Self-confidence. Attracting audiences and making contacts;
  • Forceful speaking structure;
  • Successful submission of ideas and discussion management.
VV21.1.

“WIN-WIN” NEGOTIATION

  • “B/B” negotiation structure;
  • “Win-Win” negotiation psychological aspects and techniques. Practical situation/ workshop analysis;
  • Beneficial agreements, decision making encouragement.
VV21.2.

PRICES AND VALUE ARGUMENTATION

  • Price formation principles;
  • Economic price justification and argumentation by value;
  • Discount influence and objections regarding price perception management.
VV21.3.

CREATING VALUE FOR A CLIENT STRATEGY AND TACTICS

  • Strategy and planning when working with the VIP clients;
  • Search for value and its introduction to a client – TACTICS model;
  • Analysis of VIP clients' decision making and loyalty increase principles.
VV22.1.

SALES TELEMANAGEMENT

  • Daily planning and work over formation principles;
  • Effective phone conversation structure.
  • Objection management and phone agreement encouragement. Individual success formula.
VV23.1.

EXTRA SALES

  • Extra sales strategy and tactics;
  • Extra sales situations and conversation with a client management;
  • Positive thinking and psychological aspects when communicating with a client.
VV24.1.

TIME MANAGEMENT AND STRESS MANAGEMENT

  • “Time thieves“. Human behaviour types;
  • Time management principles and methods;
  • Stress and stress management methods. Positive thinking and trust/confidence building.
VV25.1.

SUCCESSFUL PREPARATION AND COMPANY INTRODUCTION IN EXHIBITIONS

  • Preparation for an exhibition, setting targets and action plan formation;
  • Positive initial impression formation and efficient introduction;
  • Situation with clients management and agreement regarding further cooperation performance.
VV26.1.

SALES MANAGEMENT SYSTEM. ADVANCED SALES STYLES

  • Sales management system: targets, analysis, planning, processes;
  • Sales strategy and tactics for different client types;
  • Conversation with a client structure. Conversation /INTERVIEW in successful course.

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