Description

Become more decisive, efficient and effective in your sales process

The best commercial techniques together in one training program! Indispensable for anyone who wants to develop into a top salesperson.
The twelve-day Expert in Sales Total Program training consists of six modules that together offer the most complete commercial training program in the Netherlands.
This is a valuable training for sales professionals and is highly appreciated by both clients and participants.

Desired result

As a seller you want:

• Sell ​​more confidently and with more conviction!
• Better understand your customer's needs!
• Learning to deal with price pressure!
• Get a higher return on your conversations!
• More insight into different drivers, needs and purchasing signals of different roles and functions (the DMU) in an organization!
• Influence decision-makers and influencers with the right approach!
• Convert USPs of your product or service into orders via the ROI method!
• Recognize and understand non-verbal communication signals from your conversation partner and yourself!
• More returns and high customer satisfaction!

Learning objectives and topics

The following topics will be discussed during the training:

Session I: Expert in Sales (2x 2-day)

• Communication
  What do you say, how do you say it and what do you radiate with the right attitude and choice of words? 

• Professional conversation starter
  How does starting a conversation help you achieve your end goal? 

• Creating trust
  How do you show genuine interest in your conversation partner?

• Conversational techniques
  How do you stay on course towards your end goal and do you get all the information you need?

• Needs and problem analysis
  Which questions should you ask (and in what order) to discover what your customer really needs from your product or service, from your organization and from you?

• Objections, accusations and allegations
  Which techniques do you use to counter negative feedback in a substantiated, positive way?

• Argue
  Which persuasive technique do you use to get agreement from your conversation partner? 

• Closing techniques
  How do you close the deal or are you instructed to give away without a discount?

Session II: Sell Price (2-day)

• Deepening sales techniques
  How do you become even more skilled and get extra returns from the techniques you have learned?

• The psychology of a sales conversation
  How do you stay in control of professional buyers and maintain a good atmosphere during a conversation?

• Price negotiation
  How do you prevent unnecessary giving away (too high) discounts and do you resist a customer who finds your service or product too expensive?

Session III: Reverse Selling (2-day)

• Strength and weakness analysis
  How can you – based on your own strengths – develop your personal sales skills even further?

• Argumentation
  How do you influence the purchasing behavior of influencers and decision makers?

• The psychology of a sales conversation
  How do you find out whether you are sitting at the table with an influencer or decision maker? And how do you respond to it?

• Increase returns
  How do you get more order confirmations from fewer quotes?

Session IV: Return on Investment (2 days)

• Make goals transparent
  How do you create an effective and realistic action plan together with your customer?

• Use USPs to your advantage
  What are the Unique Selling Points of your product or service, in the eyes of the customer, and how do you use them to your advantage?

• Conversational techniques
  How do you apply the pencil selling closing technique and make price calculations at multiple levels and for different purchasing groups?

• The ROI method
  How do you sell your product or service for the price you have in mind?

• Top-notch closing techniques
  How do you end a conversation positively, so that your customer is left with a good feeling?

Session V: Non-verbal communication / Changing Intervention Level (2 days)

• Recognizing non-verbal signals
  How do you recognize the non-verbal signals of your conversation partner?

• Check non-verbal cues
  What is the influence of the non-verbal signals that you send yourself?

• Selfknowledge
  How do you make optimal use of your own intuition and emotions in contact with your conversation partner?

• Emotions
  How do you keep control of emotionally charged conversations?

• balance
  How do you achieve or maintain conversational balance when you have a powerful or high-ranking person in front of you?

• Communication levels
  How do you address multiple levels of communication in a conversation?

Personal support
After completing the training, the trainer is available for online personal support. For example, to briefly discuss practical situations with each other. So nice!

Length of time
This training consists of a total of 12 training days spread over six sessions. The first session consists of 2x 2 days, the other sessions consist of 2 days. The interval between training sessions is approximately 6-8 weeks.

Attendees
This training has room for a minimum of 4 and a maximum of 8 participants.

Certificate
Upon successful completion of the training, the participant will receive proof of participation in the form of a certificate