Marketing - Selling - Negotiation
FACE-TO-FACE SELLING

WHO SHOULD ATTEND

• All the company's face-to-face salespeople.
  
• Sales managers who would like to become coaches.

OBJECTIVES
Improve the quality and quantity of sales, together with client satisfaction.

PROGRAM OUTLINE

• Qualities of a good salesperson.
  
• Material and psychological preparation.
  
• Establishing rapport.
  
• Uncovering customer needs:
  
  • technical needs
    
  • psychological needs
    
  • using the techniques for conducting an effective meeting.
    
• Reformulating the needs.
  
• Selling the solution:
  
  • structured sales pitch detailing the advantages
    
  • comparative sales pitch
    
  • S.O.S. system.
    
• Responding to customer objections and complaints:
  
  • what to do when the salesperson:
    
  • does not know how to respond
    
  • is unable to respond
    
  • does not want to respond.
    
• Closing the sale.
  
• Ending the interaction.
  
• The follow-up.

TEACHING METHOD

• Group discussion.
  
• Theoretical presentations.
  
• Videotaping of case simulations.

SUPPORT MATERIAL
Creation of a sales pitch during the training.

DURATION
3 days