Target Audience:Sales specialists, Customer Relationship specialists, Account Managers. All the employees, who are responsible for attracting and developing clients, handling presentations, designing proposals and making contractsDuration:3 days, 27 academic hoursProvider:Venue:Office OD&M Consulting: Novoslobodskaya st., d.23, Business center "Meyerhold", 6th floor office 605-608Language:RussianCoach:Viktoriya Karyakina
Viktoriya Karyakina Viktoriya Karyakina

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

 Training objectives and advantages
• You will be able to prepare your business calls and meetings to achieve maximum outcome.
• You will be able to plan your time and prioritize the tasks to be more efficient and productive
• You will know what sources and instruments to use to find the necessary information and design the client profile
• You will know how to make positive impression at the first meeting and to break the ice.
• You will be able to operate with different types of questions to identify the need of a client
• You well handle brilliant presentations of your products and services and to increase the quantity of contracts after the meetings
• You will quickly identify the client motivation and to use it in your presentation.
• You will know how to overcome objections
• You will be able to close the deals and reach the goals of the meetings

Training program
Day 1

1. Sales styles:
- Sales styles: effective and non-effective
- How to identify your natural style and to point out the area of development

2. PRO-PAYBACK model .
- Systematic approach PRO-PAYBACK.

3. Planning and Putting Priorities.
- Matrix of importance and urgency
- ABC – analysis

4. Research.
- Instruments and sources od the information.
- Algorithm «From the global to the market research»

5. Setting the Goal.
- How to set the goal of the call and the meeting
- Action plan to achieve the goal.

Day 2.

6. Positive image at the first meeting.
- Creating the rapport
- Effective meeting start
- Assertiveness in sales.

7. Questioning skills.
- Types of questions
- How to identify clients` needs and priorities

8. Client motivation
- Rational and emotional motivators.

9. Designing proposal.
- «Characteristic-Benefit-Appeal».
- Adaptation to a client.

Day 3.

10. «Difficult » clients.
- Types of difficult clients
- Finding approach and creating relationships.

Модуль 11: Overcoming objections.
- Client Objections and techniques how to overcome the,.

Модуль 12: Discussing the price.
- Argumentation .
- How to work with the discounts.

Модуль 13: Closing the deal.
- Instruments of receiving commitments and closing the deals.

Модуль 14: Keep developping.
- How to create win-win relationship with the clients
- How to retain and develop clients

Methodology of training delivery