Tutored e-Learning path: Keys to success in sales

Commercial

Duration:
7 hours over 2 months

e-Tutoring

La llamada de bienvenida permite que los participantes se reúnan con su tutor y empiecen los módulos del itinerario de formación

El e-mail de seguimiento recuerda al alumno las mejores prácticas y el calendario de su itinerario de aprendizaje.

El e-mail de seguimiento final se utiliza para informar al alumno del final del itinerario de formación, animarlo a realizar una revisión de la formación y definir un plan de acción.

La orientación personalizada por e-mail por el tutor ayuda a los participantes en cada fase del itinerario.

Todos los servicios de e-Learning Solutions by Cegos®

To face the rapidly changing environment, new competitors, demanding customers and the increasing pressure on prices, sales staff must hone their sales techniques and skills so as to win customer preference.
This distance learning path helps you improve your sales propositions and interviews through role play, develop customer loyalty and increase satisfaction.

For whom?

Sales associates, sales people, both experienced and new to the role.

Operational objectives

  • Acquire the fundamental techniques for successful sales.
  • Understand customers better and adapt your offer.
  • Persuade and respond to objections to reach a win-win agreement.
  • Develop a long-term relationship with customers.

In concrete terms you will be able to...

  • Acquire a structured sales approach that respects customers.
  • Make use of rational and emotional drivers to sell.
  • Develop customer loyalty through the sales transaction.

Every podcast episodes will be available soon.

 

Programme

1. Podcast episode:
Sales and negotiation

2. e-Learning module:
Take the buyer's view

  • The 5 wishes of every buyer.
  • Focusing on mutual interests and the buyer.
  • Adapting behaviour and technical skills at each step of the sales approach.
  • Achieving success and understanding failure.

3. e-Learning module:
Preparing for shared success

  • Defining winning objectives for both parties.
  • Identification of aspects for attaining objectives.
  • Preparing the sales approach.

4. e-Learning module:
Discover the hidden world of your buyer

  • Professional and personal motivations of buyers.
  • Asking the right questions.
  • Building a closer relationship with buyers.
  • Active listening to understand buyers better.

5. Podcast episode:
Questioning strategies to identify customer needs

6. e-Learning module:
Presenting your offer with passion

  • Understanding buyer needs.
  • Adapting proposals to buyer needs.
  • Developing your argument by adapting your interpersonal communication.

7. Podcast episode:
A contrario argumentation

8. e-Learning module:
Steering the way to mutual agreement

  • The true meaning of objections.
  • Responding to buyer questions and objections.
  • Helping buyers make a decision.

9. e-Learning module:
Building sustainable shared success

  • Integrating buyer motivations.
  • Implementing the solution together with your buyer.
  • Best practises in relationship follow-up.
 
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