Commercial success is driven by the sales force and depends on their competence and ability. This course is a valuable tool to support your sales representatives, providing basic training to help them increase their productivity, and demonstrating the most effective techniques to be used in managing negotiations.
Goals
- Managing meetings with different types of customers
- Using appropriate techniques based on the counterpart
- Closing a negotiation while staying focused on the customer
Contents
- Empathic approach to the interaction
- Negotiation: from preparation to presentation
- Managing objections and rejection
Methods
Behavioural analysis of the participants' ability to sell services/products, employing goal-oriented communication techniques and relational approaches to conduct a successful negotiation.