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 is a consultant and trainer, he is a founding partner and Director at Apriori Management Training, a local training & consulting company. He helps sales teams sell: he advises organisations on sales management and strategy, he delivers in-house sales training seminars that are custom-made to fit client's needs, and he offers one-on-one business coaching to sales executives. Here at EIMF he offers with us a number of training seminars on major sales subjects that have been developed having in mind the specific needs of our audience. He has worked in a number of industries - such as Market Research, IT, Telecommunications - and held a number of positions. Just to mention he served as the Sales Manager at Cablenet from 2008 to 2017, during Cablenet's period of high growth. Alkis holds an MBA from CIIM and he also has a Bachelor and a Master’s degree in Electrical Engineering from Cambridge University.