GOALS
Create or foster a relationship of trust
Listen and identify real needs
Close a deal while ensuring your company's interests
Prepare for and lead negociations
PROGRAM OVERVIEW
J1
CReatING a relationship
of trust
• The 5 key attitudes in sales and negociation
• Preparing
• Active listening
• Handling objections with empathy
• Impactful communication
J3
OVERSEEING NEGOCIATIONs
• On-the-ground feedback
• Identifying decision stakeholders
• Wording and defending your recommendations
• Defending the price
• Group negociations
J2
DeVELOPING
OPPORTUNITieS
• On-the-ground feedback
• Social selling: activating your network
• Meeting decision makers: making appointments on the phone, elevator pitch, initial contact
• Identifying real needs
J4
CLOSING THE SALE
• On-the-ground feedback
• The competition
• Closing a sale
• Managing complaints
• Assessing and promoting customer satisfaction