Personal and Business Competencies / Customer Service

Effective selling - from theory to practice

The training combines theory and practice in the area of professional sales, focusing on effective techniques for conducting sales conversations and building customer relationships. The program is implemented in the form of practical workshops, during which participants learn and practice the key elements of the sales process. Classes are conducted using activating methods, including simulations of sales conversations, case analysis and individual and group exercises. Through a practical approach, participants gain the skills necessary to conduct effective negotiations and finalize transactions.

Issues

Psychology of the sales process and customer behavior
Sales conversation techniques
Methods of researching customer needs and preferences
Principles of effective argumentation in sales
Techniques for presenting products and services
Ways to deal with customer objections
The process of making purchasing decisions
Complementary selling methodology
Price negotiation strategies
Techniques for finalizing the sale
Building long-term relationships with customers
Professional image of the seller

This training is part of the path:

Sales Specialist / Key Account Manager

Benefits

Upon completion of the training, there will be a significant increase in effectiveness in conducting sales conversations by learning about customer psychology and sales techniques
The ability to conduct professional presentations of products and services using the latest sales techniques will be developed
The skills of active listening and asking pertinent questions in the sales process will be developed
Effectiveness in dealing with difficult situations and customer objections will be significantly increased
Knowledge of sales psychology and building long-term relationships with customers will be expanded
There will be the development of one's own effective sales style adapted to the specifics of the products and services offered

Who is this training for?

Sales representatives starting their careers in sales

Experienced salespeople looking to improve their skills

Salespeople working in B2B and B2C sales

Sales team managers

Employees of customer service departments

Business development specialists

Owners of small and medium-sized companies that conduct sales on their own

Persons planning to start working in sales

Prerequisites

Basic knowledge of the principles of interpersonal communication
Experience in dealing with customers
Knowledge of your company's product offerings
Willingness to actively participate in exercises and simulations

Training program

Fundamentals of sales psychology
Building a first impression and professional image
Principles of effective communication in sales

Structure and stages of a professional sales conversation
Questioning techniques and sales funnels
Active listening and effective paraphrasing
Identification of customer needs and preferences
Sales techniques and offer presentation
Methods of presenting products and services

Complementary selling techniques
Building compelling sales arguments
Finalizing sales and handling objections
Recognizing signals of readiness to buy
Effective methods of neutralizing objections (S-B-M technique)

Strategies for closing the sale

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?

For Effective selling - from theory to practice we recommend: Basic knowledge of the principles of interpersonal communication; Experience in dealing with customers; Knowledge of your company's product offerings.

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.

Who is this training designed for?

This training is designed for: Sales representatives starting their careers in sales; Experienced salespeople looking to improve their skills; Salespeople working in B2B and B2C sales.