Sales
Sales professionals are people who relate to other people and support them in making the right choices. Trust is the basis for everything they do. Relationsip is the context for their achievement. Preparation is the process for success. Passion is the reason for everything.
SALES SKILLS
Sales Force
Close the deal
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- Discover your client’s needs through questions;
- Create Empathy and Rapport;
- Substitute emotional Empathy through cognitive Empathy;
- Identify the Features / Advantages / Benefits (FAB) for your product;
- Work with the benefits;
- Deal with objections;
- Identify and take advantage of buying signals;
- Master partial closings;
- Gain confidence and assertiveness in the final closing.
PROACTIVITY IN SALES
Sales Force
Create the deal
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- Establish an actionable concept of Proactivity;
- Become proactive in the prospection and acquisition of new clients;
- Steer your self-motivation in a difficult process;
- Gain resilience and take it easy with a “No!”;
- Master influencing techniques;
- Build up persuasion skills.
BECOME A TRUSTED ADVISOR
Sales Force and Consultants
No trust no deal
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- Establish the Sales Attitude;
- Determine the level of trust you generate in your clients;
- Use the trust formula to grow your trust potential;
- The Art of Questioning and Active Listening;
- Get into the heart of your client;
- Make yourself irreplaceable.
NEGOTIATION SKILLS
Sales Force and Negotiators
The best deal
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- Set a goal and a range of options for the outcome;
- Discover the motivation and goal of the other negotiator;
- Explore common ground;
- Aim for win-win-solutions;
- Keep a flexible mind set and find compromises;
- Use objections to your advantage;
- Close the deal.
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