New issue of our time: "How to sell more?"
New issue of our time: "How to sell more?"
Training programs ‘Negotiations’ and, particularly, ‘Difficult Negotiations’ constantly lead in demand among business customers of the LiCO workshops.
What is good in the program ‘Difficult negotiations’?
First, it is an opportunity to train your team in a fairly short period of time - usually training program lasts two to three days.
Second, we are able to give to your employees not only theoretical knowledge, but also effective tools for their daily work, both negotiating or personnel management skills.
Third, it is possible to use during the session the situations, taken from the experience of your employees and your company, and analyze effective ways to solve them.
All taken as a whole proves a high efficiency of such a form of staff development.
When do you need our training program ‘Difficult Negotiations’?
According to our experience with customers, we face the fact that companies buy the training in the following cases:
• they plan to realize a rapid capture of the market;
• they are under a strong influence of competitors; their sales staff gets significantly increased;
• before the high season / advertising campaign in order to "shake up the personnel."
What do you get from the training program ‘Difficult negotiations’?
Quite often, the participants with sufficient experience in sales can do a lot, but do everything on an intuitive level, like "I understand everything, but I can not explain," and it is good for them to structure their knowledge and skills. In addition, every sales person gets an opportunity to look at the experience of his colleagues, and thus to enrich their behavioral repertoire, to expand the toolbox. At the same time, unexperienced participants can realize what is the main idea of selling and how to build a long-term relationship with a customer. Accordingly, depending on the participants’ experience, the trainer will build the course program, emphasizes one or other key points. In addition, he will consider as participants lead talks with their customers - by phone or in personal meetings.
Figuratively, sales training can be compared to a house, where each brick will be a thematic unit. Depending on the time allocated for the construction, and the number of these building blocks we can erect a posh castle, or a simple but solid house. The foundation of the house will be participants' understanding of their personal contribution to the sales volume formation.
The eternal question "what to do?" will get after the panel discussion more than a dozen different answers, and this is a preliminary work plan. When it became clear "what" to do, the question "how" arises, and here begins the main work. Participants, together with the coach, will see what sales techniques exist and which ones are most effective. After learning of what stages selling consists of, participants will be able to expand on each and understand what is most important to make at this stage.
But it is important not only to know, but also to be able - and there are individual, group exercises, business role playing to train skills of participants, which will eventually grow into a sustainable skills.
If you take the step to clarify the situation and needs of the client, participants famously sketched a dozen ways in which you have to move in order to understand customer needs, but how to get answers to their questions? Here participants have to learn how to properly formulate questions in order not get a one word answer, but more detailed information. Ability to competently ask questions, as well as active listening technique will further enable your employees to investigate the customer situation most accurately and thus adequately make an offer.
When selling in the debate of offers, sellers use arguments and work with objections of customers. During the training, participants will learn how to translate the strengths of products and services into benefit language of a client. Real clients objections will be exercised in the role-playing game using several methods. Due to these exercises this fear to face the objection of the customer will come to naught, and the participants will get arguments bank and the bank of answers to objections, which is called "to have a ready tongue." Training participants will formulate their own specific standards of sales. New tools for working with customers, the ability to "work on the bugs," using the bank's arguments and answers to objections and lead to increased efficiency of the sales force, and in the end - to increased sales.