Resistance levels of customers in sales

Target Audience:Sales officers, Sales managers, Client specialists, Key Account Managers Duration:16 hours Provider:Mercuri InternationalVenue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Vladimir Yuzhakov
Vladimir YuzhakovVladimir Yuzhakov

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
Participants will get acquainted with the concept of «resistance» and the six «resistance levels» of customers (Credibility – Need – Class – Product- Competitor – Habits) as well as the concrete methods to overcoming these resistance levels

Training program
Resistance 1: Not credible (Company, Product, Sales Rep)
Sales tool: Effective positioning of sales specialist as an expert
Resistance 2: No need (in product, or no clients for…)
Sales tool: FOCA technique for need identification
Resistance 3: Not the right approach (to solve customer problems)
Sales tool: Presentation of new approach to solve customer problems
Resistance 4: Not the right product (effectiveness, usability, price…)
Sales tool: Features – Advantages – Benefits (FAB) and Argumentation circle
Resistance 5: Competitor better
Sales tool: 6 Battlefields model™
Resistance 6: OK for everything, but I usually…
Sales tool: Means to getting over the customers’ habits

Methodology of training delivery
Interactive training with individual and group tasks and exercises