Structured Sales

Aleksejs Romanovs

It is no longer enough for companies to have their salespeople work as best they can to achieve excellence in sales, and it is also not enough to just have a bright and pleasant personality, although this is also valuable.

Today's salespeople must be able to work in a meaningful way - adapting to changing circumstances and to understand who is on the other end of the negotiating table, and to have a very clear understanding of what they wish to achieve and how to get there.

We invite you to attend our Structured Sales training!

During the course of the training, you will find out how to build new high quality and contemporary relationship with a customer within the framework of a structured sales process.

The training is based on learning through experience (experience-based training), where participants have an opportunity to not only listen, but to also experience. It is about attitude, about skills, about planning, about objections, and about everything that stops us from being happy and gaining satisfaction - for ourselves, the company and, of course, the customer, who is often surrounded by various myths that we ourselves have often built up, making our lives more difficult in this way.

Aim of the training: to provide real, tested instruments which help to substantially improve sales results and simultaneously save time.

Work format:  lectures, discussions, practical tasks and exercises where participants gain new high-quality experience and learn how to apply new methods and techniques in a purposeful way.

Duration: 3 x 1.5 hours 

The active involvement of participants is a pre-condition for a successful learning process!

Target audience: anyone who wishes to develop their mastery of sales and negotiations.

Programme:

Session 1. TACTICS.

Tactics are the thing required most by each serious sales craftsperson to effectively and powerfully communicate here and now, to fundamentally increase the possibility of achieving their desired result.

Body language. Brief and effective.

Body language is undoubtedly the main carrier of a message. It influences our thoughts and mental condition - even when writing! It has huge importance in 1:1 discussion, even greater than we could imagine it to be in our daily lives.

In this section we will separate myths from facts. You will gain knowledge that you can apply immediately, without thinking every second about, “how do I look and where are my hands”. Body language is the basis for any communication, whatever the format.

Structure of sales communication.

This is a universal, simple and easily understandable system which will help to structure any customer service/sales/purchasing communication. Its fundamental elements are:

• body language (again)
• the first contact,
• features & benefits,
• formulating the advantages,
• elements of bargaining (communicating the price, increasing it/decreasing it)
• closing the deal/increasing it

Session 2. STRATEGY.

Strategy is the most important element of all in being well prepared for a sales negotiation and to maintain a successful long term relationship. This makes you a sales professional.

Methods for influencing. Analysis and examples.

There are 6 methods for influencing (no more), and we know them all. In communication, they operate as triggers which are hard to resist, even if we understand that they are being applied.

Salespeople usually use methods for influencing unknowingly, and rarely more than 2-3. The conscious use of methods for influencing will substantially improve one’s performance – from “selling as best one can” to “selling professionally”. 

How do you sell to everyone?

There is a difference in the results when we sell to those we like (especially if the feeling is mutual), or those with whom we don't have an understanding, with the absence of this mutual fondness. 

Through understanding why it is so, we can break this paradigm, partly adapting to the other side, and – improving our performance significantly. 

Session 3. MASTERY.

Sell like Steve Jobs or Elon Musk! This session will be particularly useful for those who have great plans and ambitions in sales.

The happy sales model.

In this section we will discuss:

• why some organisations are more successful than others despite the fact that their product is obviously weaker than that of their competitors?
• which qualities are sexy and where does the WOW factor come from?
• and, of course, how to communicate all of this and achieve a situation where your customers become your best sales agents?

Conclusion, summary and feedback.

The online seminar will take place on the Zoom platform. Ensure that your computer has a good internet connection, camera, headphones and microphone. The on-line link will be sent to you by email.

If this is required at the corporate level, the programme can be adapted to the specific nature and needs of the company.