28

июн
21

сен
22

сен
23

сен
4 - 5

окт
6

окт
7

окт
11 - 12

окт

Tiger Sales School Training Program (for IT Business)

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This training curriculum and content can be/would be customized for your request and for your company, please schedule Skype or a meeting for TNA and to discuss your expectations from this training.

1) Removal of three mental barriers. Self-evaluation and the most valuable recommendation for sales success. Differences between sales and the things that most salespeople are usually engaged in.

2) Pyramid of sales and correct approach to the stages in sophisticated consultative longterm multilevel b2b sales… Tools for management of communication with clients: how to attract attention and interest, build an emotional rapport and trust;

3) Active exercises: elaboration of self-confidence, confidence in the activity of communication with a client, openness, ability to make the first impression, abilities to behave well in a conversation, activity in argumentation, resourcefulness and persuasiveness in answers to objections, abilities to convince. Express exercises for self-development;

4) Tools of АВС-argumentation and the most frequent mistakes. The requirement to the quality of arguments. Reasons of objections and loss of clients. Elaboration of argumentation;

5) Differentiated approach to sales. The most practical classification of peculiar features of clients. Types of clients. Methods of determination of types of clients. Adaptation of arguments. Orientation to basic motives of clients during presentation, argumentation and answers to objections. Basic mistakes made in sales and reasons of the loss of clients;

6) Classification of objections and answers to them. Tools for overcoming objections: «filter, mirror, bridge». Approach to objections in terms of management of clients’ attention. Peculiarities of sales by the phone. Application of "visualization". Adaptation of answers to objections to the basic types of clients. Elaboration of skills of overcoming objections;

7) Overcoming of price objections and claiming discount. «Map of Expensive island». Methods of selling a price. Anticipation of price objections. Elaboration of skills for overcoming objections. Correct approach to discounts. How to sell the price and make an upsell. Structure of «Selling Expensive!» approach. Critical factors that determine success. The system of economic and emotional needs;

Expected training results/outcomes:

  • Increase of self-confidence and confidence in the company, product, and activation of sales;
  • Analysis of personal practice of sales, main mistakes, reasons of unsuccessful sales and loss of clients;
  • Prevention and removal of basic mistakes which lead to financial losses;
  • Acquisition of tools for effective argumentation and persuasion of a client by the participants;
  • Acquisition of tools and elaboration of skills of analysis of peculiar features of clients, their motivation, skills of argumentation taking into account the peculiar features of clients;
  • Acquisition of approaches and tools for work with objections, including tools for work with price objections (overcoming and anticipating);
  • Elaboration of the tools for overcoming objections and as a result of effectiveness of contacts with clients which must increase by 2-3 times;
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