Interpersonal Communication has always been the basics of any type of human relationship, including modern sales action. This course aims to teach the basics of Human Communication on the basis of the Transactional Analysis teachings. The communication techniques illustrated in this course can be applied to any type of human relationship, from friendship to love and, obviously, used to realize the so-called Rational Sales, one of the most effective, correct and modern systems of sales.
- Marketing & Advertising
- Basics of Transactional Analisys
- Transactional Analisys
- B2B and B2C
- 121 Sales Phases
- Complex Selling
- Analisys and Solving of Objections
- Closure and Post-Sales
How good is your team? Are you realizing your full potential? Do you invest in teambuilding? Are you able overcome conflicts and stressful situations? Do you win systematically? Very few teams can answer positively to the previous questions, and performance levels are usually very low, compared to what can be achieved.
Creating, or becoming, a Championship Team is difficult: there are many factors to take into account, and very often the actual causes of the problems of the team are not addressed by the usual training. In fact, training is always directed to the single individual: we are trained to improve individual knowledge, to increase individual performance and to fix individual weaknesses.
However, team improvements and team performances are a completely different pair of shoes. Look at it from a sports perspective: do you think a football team would be able to win consistently if they only train the players individually?
This program is the answer. It will give you a repeatable process to achieve your full potential, it eliminates all recurring problems and it make the transformation permanent and effective also on new members that will join the team at a later time.
Warning: this method is only for those who are really serious about getting the most out of themselves and their team, that want to grab all possible opportunities and that have the necessary commitment to follow the process until the end.
The purpose of this course is to help companies improve their ability to select top sales producers. The focus is on developing the knowledge and skills required to interpret the SPQ® Gold and utilize it in sales selection applications.
This course is designed for individuals with little or no background training in the use of SPQ® Gold. Some individuals who have a working knowledge of the SPQ® Gold may wish to attend the course for the purpose of gaining a review of the material and to improve their test interpretation skills.
Scientific Sales Selection - Course Overview
- Course Overview
- Importance of Sales Function
- Key Definitions
- Sales Candidacy: Assessment
- The Meaning of Selling
- Three Critical Questions
- ARE vs. DO
- Two categories of Psychological Tests
- Cost - Consequential Testing
- Sales Candidacy: Predicting Sales Ability
- Reliable Predictor of Sales Success
- Functional Dimensions of the Sales Process
- Understanding Fear of Self-Promotion
- Call-Reluctance Model & Definition
- Understanding Impostors
- Basic Research on Call Reluctance
- Sales Candidacy: Identifying Sales Call Reluctance
- The Twelve Faces of Sales Call Reluctance
- Incidence of Call Reluctance
- Sales Candidacy: Evaluating Test Results
- SPQ GOLD – Sales Development Report Review
- SPQ GOLD – Sales Development Report Sections
- SPQ GOLD - Summary Report
- SPQ GOLD – Interpretation Guidelines
- Additional Resources
"Hiring and Recruiting Effective Sales People"
How should a manager manage visibility?
Natural self-promoters, like Anthony Robbins and Dennis Rodman, instinctively exploit opportunities to make themselves visible. For most of us, however, visibility management triggers an emotional struggle between our desire to make our competence visible, and our reticence to appear too forward or immodest. Yet in today’s hotly competitive sales environment, it’s not enough to be good at what you do, earning what you’re worth takes more. You have to practice “visibility management,” letting people know who you are and what you do well.
If you want to do this, you need to beat your fear of self promotion. This fear is contagious. If a manager suffers from it, it won’t take more than 8 weeks before the team is affected.
This course includes the test LNQ TM- Leadership Network Questionnaire, which assesses the fear of self-promotion in non-sales professionals.
On the first day you will learn about the fears of self promotion and also get the feedback on the assessment taken.
On the second day you will learn how to beat your fears and also the fears of your team.
"A leader has to be seen - and you will be after this course."
We want to follow your business model and will study the product/service before the training, making sure that we can support you in any way. The content of this training will cover:
- How to communicate without using body language
- How to prepare for sales call
- How to structure the call in the most effective way
- How to open the call
- How to get past gatekeepers
- How to approach prospects
- How to identify customers’ requirements.
- How to ask and listen
- How to present the solutions/products
- How to progress the call
- How to close the call
- How to generate a lead
- What information the lead should contain
- How to end a call
"“We know how to get out the best of people on the phone and we enjoy doing it!”"