Sales and Negotiations Training Fight Club© (H2H Sales)

• Do you work with customers daily?
• Do you sometimes receive objections and rejections?
• Do you want to feel more confident and not fear objections?
• Would you like the sales process to give you joy and satisfaction?
• Are you ready to go outside your comfort zone for this?

If you replied with a clear Yes to these questions, your attendance at Fight Club will be worthwhile!

What is Fight Club?

• Long-term sales skills training which transforms knowledge into skills.
• The opportunity to select the most pressing theme.
• Individual work with lecture participants.
• Regular renewal of skills which won’t allow specialists to stop in their path of development.
• Motivation of sales teams. 

The Fight Club format is a series of activities where the greatest emphasis is placed on practicing sales and negotiation skills (60% of the activities consist of practical work). Each activity has its theme, but during these, there will also be an opportunity to discuss and find a solution to situations which are important to each of the participants at the particular time.

Target audience: 

• sales specialists, who work with corporate and private customers on an everyday basis;
• sales specialists, who work with VIP customers;
• sales specialists, who attract new customers.

Duration: 3 x 2 hours.

Programme:

Customer’s objections:

• Why customers object?
• How people create objections themselves?
• A universal algorithm for working with objections.
• Removing a customer’s emerging objection.
• Telephone conversation with the customer – how to overcome the first objection.
• Formulating the goal of a telephone conversation.

Customer’s excuses:

• How to distinguish an objection from an excuse?
• Why do customers use excuses?
• Working with customer excuses – an algorithm.

Questioning techniques:

• Open questions – their importance and application.
• Closed questions - their importance and application.
• Counter-questions - their importance and application.
• Interpretative questions - their importance and application.
• Seizing the initiative during the negotiation.

Negotiation structure:

• How and when does a customer make the decision to buy?
• Structure of the negotiation up until the decision is made.
• Understanding how much the customer is prepared to pay for the transaction?
• Programming the discussion.
• The typology of customer objections.
• How to work with the objection “Don’t want to change anything”?

Negotiation with the customer about the cost:

• The customer’s resistance to the cost.
• My resistance to the cost.
• How to work with the customer’s objection “Rather expensive”?

Emotional stability during complex negotiations:

• The customer’s emotional resistance and techniques to neutralize it
• Objections about bitter experience and their neutralization
• A salesperson’s emotional intelligence

“Information is not knowledge. The only source of knowledge is experience. Understanding emerges through activities.” /Albert Einstein/

Venue: TRIVIUMS training centre, Blaumaņa 11/13 - 12, LV, Riga

Participation fees include handouts and coffee breaks. 

For company training, the programme can be adapted for the specifics and needs of the company.                      

Participants’ comments about Fight Club and Pāvels Hafizovs:

• A lot of specific examples and explanations about real life situations, which reveal a way of overcoming the specific objection. Very broad and detailed nuances about sales work. In actual fact, everything which was talked about was very important. 
• I gained new ideas about how to manage negotiations with customers, overcome objections and how to increase the opportunity of getting the desired result from the customer.
• I work in telephone sales and the provided suggestions gave good results. Results improved for everyone in the group. 
• Pāvels – a ball of energy, an idea genius. He transformed everything difficult into the simple, always made you think about things which hadn’t come to mind. He teaches in a way which is not just pleasant, but which also remains and works! It helped in my career development, as well as for achieving results in a better way, faster and more productively. The ideas were useful not just in everyday work, but also outside of work.  
• It’s a real advantage that Pāvels works in sales every day. It’s not just the theory that we’ve become used to hearing at training, or reading in books. It is a true sharing of his own personal experience.
• For me personally, Fight Club has really helped in both my work and my private life. Now selling and argumentation is like a way of life. If a customer agrees immediately, it almost becomes boring.