Day 1
The development of personal leadership
- Understanding the relationship between leadership and management
- Leadership experience and its value
- Creating create a personal leadership vision in the role of sales manager
Communication leadership
- Create opportunities for feedback in order to close the communication chain
- Demonstrate skills in the efficient construction issues and the ability to listen
- Various forms of communication and their impact
- Participate in meetings, applying the principles of human relations
- New ways of building of cooperation and achieve positive results at the meetings
- Principles to be effective before, during and after meetings
- Interaction of sales department with marketing department and other departments
divisions
Relationships in sales
- Defining the sales process
- Identify key understanding
- Communication with customers
Decision-making in the field of sales
- Developing of strategy and building sales system
- Anti-crisis management plan of sales
- Choice of sales channels, working with a budget
- Sales plan preparation
- Art ask the right question in the correct order
- Disclosure of the client purchasing motivations
- How to stimulate interest in the client to your service and product
Day 2
Recognition of human potential
- Understanding of motivation and ways of its development among your colleagues
- Building an effective interaction with the application of the principles of human relations
- Disclosing of positive sides in your employees in certain terms
Interpretation of buyer signals
- Disclosure of purchasing and warning signals. Their value, estimation and differences among themselves
- Manipulation use
- Use of motivations
- Management of sales process
- Collection of payments (accounts receivable). Methods and its value for the survival and circulation of healthy cash flow in business
Coaching for maximum results
- Purpose and tools of effective coaching
- Creating the right conditions for effective coaching
- How coaching really works
- Image of a highly efficient sales team
Closing of sales
- Getting of the consent of the client on purchase – 4 tactics that work
- Search of auxiliary possibilities
- Moving from servicing to sales
- The closing documentation on sales
Sales Meetings
- Key elements
- Increase in productivity
- Motivation of team members through focused and planned sales
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