Diploma Course: Sales and Expert Negotiations

Capacitación: Alta Dirección   Duracion: 32 Hrs.

THIS COURSE IS MEANT FOR

Entrepreneurs, sales and marketing managers, and in general, all executives responsible for the development of commercial teams, planning and execution of sales plans.

 

SKILLS TO DEVELOP: Leadership, commercial spirit, customer service, impact, communication.

OBJECTIVE

  • The participant will be able to design a comprehensive Sales Strategy in order to maximize company results.
  • You will develop solid sales skills, through good communication and negotiation.
  • You will obtain practical and updated tools for effectively planning and managing the sales and optimize the relationship with the clients.
  • You will be capable of managing your own Sales Team as a proactive and motivating leader.

 

TOPICS

  1. THE SALES PROCESS
  2. The sales process
  3. Traditional Model vs. Consultative Model
  4. Characteristics of the Professional Seller
  5. AIDA Model
  • PROSPECTION
  1. Why prospect?
  2. Characteristics for the qualification of a prospect
  3. Prospection methods and strategies
  4. Presentation strategies for prospects
  • OBJECTION HANDLING AND THE MASTER CLOSURE
  • Definition of Objection
  • Refutal techniques
  • Assertivity
  • Price defense
  • Closure storming

 

  1. PLANNING IN THE SALES PROCESS
  • SALES PLANNING
  1. The nature of planning
  2. Parts of the sales planning process
  3. Objectives and goals
  4. Ideal projection
  5. Real projection
  6. Optimal planning
  • SALES FORECAST
  1. What is the sales forecast?
  2. Key elements of the sales forecast
  3. Estimates of the sales force
  4. Sales forecast methods
  5. Basic policies for successful forecasts

 

  • EFFECTIVE VENDOR NEGOTIATIONS
  • NEGOTIATION
  1. How to plan a sales negotiation?
  2. Stages of negotiation
  3. Defining goals and criteria
  4. Setting Maximums and Minimums for each factor
  5. The agreement and its follow-up

 

  • NECESSARY KNOWLEDGE AND SKILLS TO CARRY OUT EFFECTIVE NEGOTIATIONS
  1. How to plan a sales negotiation?
  2. Diagnosis, Strategy and Tactics
  3. Stages of negotiation
  4. Formulas for a successful negotiation

 

  1. EFFECTIVE COMMUNICATION SKILLS IN SALES
  1. The Communication Process
  2. Basic principles of communication
  3. The administration of verbal and non-verbal communication
  4. Comprehensive listening
  5. Identification and interaction with some types of clients
  6. Handling presentations

 

  1. THE SERVICE PROCESS
  2. Stages of the Service Process
  3. Identifying the needs and expectations of the client
  4. Verifying client satisfaction
  • PRINCIPLES OF SERVICE
  1. Main Service failures
  2. The basic ideas for reaching excellence in Service
  3. The Principles of Service
  4. Effective Use of the Key Principles
  5. Skills Development Practices

 

  1. LEADERSHIP AND ADMINISTRATION OF SALES TEAMS
  • THE MANAGEMENT PROCESS
  1. Definition of Leadership in the sales area
  2. Techniques for the contribution of habit improvement
  3. The use of achievement recognition
  4. Practical Exercise of Administrative Reinforcement
  • VENDOR ADMINISTRATION
  1. Organization of the Sales area
  2. Vendor Integration, Training and Development
  3. Sales area management
  4. Control: Establishment of indicators
  5. Follow-up and accountability

 

VII.      NEUROMARKETING

  • TECHNIQUES FOR TAKING ADVANTAGE OF MARKET OPPORTUNITIES
  1. Marketing Objective
  2. Elements of the Marketing function
  3. Strategies for the development of Marketing
  4. Markets and Competition
  5. Neuromarketing
  6. The Triune Brain concept
  7. The route for decision making
  8. The development of a Marketing Plan

 

 VIII.  NEUROLINGUISTIC PROGRAMMING APPLIED TO THE IMPROVEMENT OF THE SALES PROCESS

  • NLP STRATEGIES APPLIED TO THE SALES PROCESS
  1. The development of self-trust. The function of Rapport
  2. Transformation of attitudes
  3. The motivation applied to the sales process
  4. How NLP is applied in sales
  5. Adequate interrelation in the client-seller relationship
  6. Strategies for convincing
  7. Inventory closures

BENEFITS

  • Professionalization of the Business’ sales force
  • Better sales results
  • Better rates of customer satisfaction
  • Effective contribution to Company results
  • Improve Business positioning in the market

 

Temarios Cursos- Español

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