Personal and Business Competencies / Business Skills

Effective sales techniques

Learn effective sales techniques! Learn how to build customer relationships, identify needs and close sales successfully.

Training description

Describe two sales cases through the lens of the strategy developed and applied during the workshop

Training program

Evolution of sales — from transactional sales to value selling (consultative/advisory)
Stages of the sales and customer service process — needs analysis, offer presentation, negotiations/objections, closing the sale, after-sales service — BSB model
Introduction to C.G. Jung's personality typology — the prototype for DISC, Insights Discovery, FRIS tools and Milton Erickson's works
Discussion and individual diagnosis of participants using questions, situation illustrations, typological cards and a diagnostic test
Learning to recognize individual personality types — training participants; famous people (exercises) based on photographs and film clips
Developing communication strategies for each of the four main personality types — decision-making, presenting ideas, reporting, evaluation
Applying C.G. Jung's personality typology to customers at each of the 6 stages of the sales and customer service process — exercises and case studies

Discussion of the implementation task
Customer needs in today's market (9 key needs according to EY research)
Key factors for building relationships and trust with customers in the sales process (greeting and farewell, rule of 3 eyes, 3xA: attention, appreciation, affection) — based on described situations and behaviors and latest customer research
S.P.I.N./F.I.B.A. questioning model
Needs analysis (R.E.M.O.T.E. Model)
Dealing with objections (A.A.A. Models, Island Principle, Boomerang, 'What if' and others)
Sales in modern communication channels — email, chat/SMS, phone — communication pitfalls

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Frequently asked questions

What are the prerequisites for this training?

The Effective sales techniques training does not require specialized prior knowledge. Basic IT knowledge is sufficient.

What is the format and duration of this training?

The training lasts 2 days and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.