– Lafarge Sales Academy training participant
Training concept:
Some customer meetings take too long or deviate from the desired scenario. This happens when the client or sales person brings up topics that do not add significant value, the length of the conversation is inadequate to the outcome or the business needs. In contrast, it is enjoyable and a relationship is built. The point is that the salesman should consciously steer the conversation and be able to catch interesting topics and close those that are irrelevant to the purpose of the meeting, open up new topics and work towards the goal he wants to achieve during the meeting with the client. In this way, the business results of the meeting will more often be achieved at the desired level and the time will be used to the maximum.
In the programme
Knowledge:
CALL: +48 603 892 444 OR +48 604 504 964
Training concept:
During meetings with customers, the salesman experiences situations where the customer raises various objections/objections to the offer. Particularly during negotiations, customers thus seek the best solution for themselves (from their perspective). For the salesman, such a situation is a difficult moment, because he usually starts looking for counter-arguments, and this is not always the best tactic in a conversation and not always such a counter-argument has a convincing value for the customer. So it is about the sales person knowing what the mechanism of objections/objections is, being able to prepare for the objection conversation. In this way, once the customer has raised objections, the sales person will have enough confidence to behave as effectively as possible, e.g. control his or her emotions, make use of the customer’s objections, ask for details, find the right answer, close the subject, etc.
In the programme
Wiedza:
CALL: +48 603 892 444 OR +48 604 504 964
Training concept:
There are times when the parties find themselves at an impasse during negotiations. This is a situation where there seems to be no way out, the parties are stuck and see no possibility of continuing the conversation. Such a situation is extremely stressful for both parties – failure to reach an agreement can lead to the talks breaking down. An impasse cannot always be avoided, as it is impossible to foresee all scenarios. The point is for the trader to know the mechanics of an impasse, to know what the tactics are to get out of the situation and to be able to act effectively in practice. This gives the trader a chance to get back into the conversation and finish the deal on terms that are satisfactory, because he or she is aiming for a win-win all the time.
In the programme:
Wiedza:
CALL: +48 603 892 444 OR +48 604 504 964
