Proactive Sales

Program goal

This training program, lasting 3 days, allows the students to learn what are the main aspects that need to be followed in the sales process and structural and fair ways of approaching the customer.

Objectives

The program’s objectives are:

• To identify the clients and elements of client segmentation;
• To approach the client – detailed and coherent process;
• To familiarize with client relations creation and maintenance;
• To be aware of the importance of client system retention;
• To be aware of internal errors (referring to human and system processes) that can lead to losing clients.

Covered competencies

After training completion the students will acquire the following competencies:

• Planned sales approach;
• Basic techniques of sales initiation, course and finalization;
• Familiarization with the knowledge and abilities in identifying customer needs;
• Overcoming clients’ objections during the sales process;
• Approach from "win-win" negotiation perspective;
• Methods of improving client system retention;
• Elements of optimizing client relations;

Program structure and duration

• The duration of the program is 2 consecutive days per student group.
• One day of training contains 6 hours of actual work, arranged in 4 1½ hour sessions.