AMBA trainings
Sales and negotiation
Price
Trainer
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Sales.
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The main three tasks for Medical representative’s. Service and product sales differences.
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Sales element place in enterprise.
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Portrait of professional sales manager.
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Sales negotiation process.
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Preparation for negotiation.
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Goal settling.
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Information about client collection.
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What determines client’s decision to buy? (practical task);
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Preparation for possible contradiction.
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Information about possible competitor’s collection.
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Training.
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Information acceptance and transfer process.
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Typical mistakes of those who pass information.
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Typical mistakes of “listeners”.
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Technical disturbance of passing information.
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Qualitative criterions of passing information.
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Guidelines of oratorical skills.
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Active listening.
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„Communicative relay“. (practical task);
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Beginning of negotiation.
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Contact making by telephone. Searching for decision making person.
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Main aims of the first call.
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The first moments of meeting. “Effect of the first impression”.
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Tasks for beginning of meeting.
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Analysis of client’s situation.
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Two main aims of stage.
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Techniques of questioning. Mistakes of questioning.
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Suggestion making.
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Presentation of products. Benefit. Characteristics those are important to client.
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Possible contrarieties and their reasons.
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Techniques of argument (neutralisation of contrarieties).
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Mistakes of argument. Method of „What use is it for me“.
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Commonly occurring contrarieties and their neutralisation (practical task).
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Decision making.
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What determines a decision making?
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How to help a client to make a decision?
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How to find out if client is ready to make a beneficial decision for us?
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Aftersale observation of client.
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Call after sale. Feedback.
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Briefing about innovations.
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Call because of debt.
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Unofficial call and its meaning.
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Training of sale negotiation. Shooting. Analysis.
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