Sales
The company lives off sales, so it is important to work on increasing the profitability of revenues and the revenues themselves. This group of trainings is intended for all professionals working in the commercial or sales sector. Participants who most frequently attend sales training include: Sales Directors, Regional Sales Directors, Brand Managers, Category Managers, Field Sales Representatives, Retail Sales Representatives, Account Managers, Key Account Managers, Telesales Representatives, Sales Supervisors, Sales Engineers, Sales Analysts, and Sales Controllers.
Professional sales skills
- Sales process management
- Steps to achieving excellent sales results
- Techniques for working with customers
- Mastering questioning skills
- Sales presentation management
- Handling objections in sales
- Closing the sale
- Maintaining customer relationships
Negotiation
- Specifics of the negotiation process
- Types of negotiations
- Principles of negotiation
- Negotiator strategies
- Dealing with difficult negotiators
- ZOPA – Zone of Possible Agreement
- Psychological tactics
- Closing negotiations
Sales Presentation
- Importance of presentation in the sales process
- Sales presentation
- Company presentation
- Benefits and advantages of products/services in presentation
- Structuring the presentation of products/services
- Active listening
- What customers remember during the presentation?
Sales Management
- Defining sales goals
- Market planning
- Planning sales activities
- Forming sales teams
- Time and space management
- Sales quotas
- Motivating sales people
- Compensation
- Sales leadership
- Sales and profitability analysis
Sales controlling
- Holistic approach to sales
- Defining goals
- Principles of sales controlling
- Segmentation, targeting, and positioning
- Sales activity planning
- Sales Pipeline
- Conversion rates
- Impact of discounts on sales results
- Break-even analysis
- Customer and product mix
Sales Planning
- Strategic sales planning
- Customer categorization
- Segmentation, targeting, and positioning
- Cost of sales
- Planning dimensions (products, customers, regions)
- Sales activities planning
- Sales Pipeline
- Determining customer potential
- Impact of marketing on sales
Customer Care
- What do clients expect?
- Establishing relationships with clients
- Body language
- Voice management during conversations
- Discovering client needs
- Active listening
- Feedback
- Assertive communication
- Handling objections
- Conflict management and resolution techniques
Telesales
- Psychological preparation for telesales
- Sales process in telesales
- Opening the conversation with the customer
- Importance of verbal and non-verbal communication
- Discovering customer needs
- Active listening
- Presentation of products/services
- Handling objections
- Closing the sale
- Maintaining long-term relationships with customers
Customer controlling
- Is the customer a fan of your products/services?
- Which customers are profitable?
- Customer classification and product mix determination
- Customer value
- What do we gain from the customer?
- Acquisition of new customers
- Upselling to existing customers
- Optimization of activities towards customers
- Customer relationship management
Prospecting
- How to find new customers?
- Methods and techniques for finding new customers in the market
- Qualifying potential customers
- Establishing initial communication
- Cold calling
- Creating needs
- Which customers are profitable for us?
- Acquisition of new customers
- Networking
Retail Sales Skills
- Specifics of retail sales
- Sales process in retail
- Opening the sales conversation
- Non-verbal communication
- Discovering and creating customer needs
- Presentation of products/services
- Customer objections in retail
- Up-selling and cross-selling
- Closing the sale
Sales funnel management
- Sales process management
- Sales platform
- Activity plan
- Creating customer needs
- Customer conversion
- Strategies for approaching customer groups
- Costs of sales activities