For 3 registrations from the same entity, a standard 10% discount will apply. For over 4 registrations please contact us.
Tuesday 16/02/2021 - 09:00-12:45
Friday 19/02/2021 - 09:00-12:45
In today’s sales, the buying process usually involves a group of decision makers, who can get easily confused by too many technical features salespeople throw at them. Furthermore, it is often noticed that the biggest competitor is not in fact another company, but it is INACTION: the customer simply chooses to do nothing.
Therefore, there is a need for a more effective selling strategy, a methodology that deals with the indecisiveness of the decision makers, guides them and compels them to want to do business with you.
This seminar will deliver a sales methodology that empowers sales professionals to uncover all their customer’s needs, expose unforeseen opportunities and the risk of doing nothing, and guide the customer with respect. This seminar will help individuals to personalise their approach according to each customer, and assertively take control of the customer conversation and drive the sale home.
The methodology has such a clear structure that both seasoned professionals as well as professionals with relatively limited sales experience will be able to adopt the sales methodology and produce impressive results in a limited amount of time.
More specifically, through this programme sales professionals will be able to:
SWOT Analysis in Consultative Selling
Assertive consultative selling methodology
Buyer roles, motives, and ‘angle of attack’
Client personality types
Taking control of the customer conversation
Lecture, Video projection, Discussion, Group exercises, Questions-answers, Brainstorming, Role-play, Case study, Mini-assignments
This programme may be approved for up to 7 CPD units in Sales, Personal & Professional Development. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.
Who Should Attend
The programme is suitable for:
Moreover, this training programme is suitable for non-sales professionals who undertake and perform high-value sales, such as:
Alkis Kaimakis is a sales strategy & sales management consultant, and a CyHRDA certified trainer. He has 20 years of experience in business sales, sales management, and account management. During his career he has held a number of roles, including serving as Sales Manager at Cablenet Communication Systems for a period of 10 years, where he set up and developed the Cablenet Business Services division. As a consultant and trainer he advises organisations on sales management and sales strategy, and offers training on Sales, Account Management, and Customer Service. He holds a Bachelor and a Master’s degree in Information Engineering from the University of Cambridge (UK) and an MBA from the Cyprus International Institute of Management.