Target Group: Any level employee of sales, marketing and customer relations department.

AIM:

At the end of the training, participants will:

• Manage sales, marketing and customer relations process better
• Gain a whole new perspective and skills of initiating, maintaining and ending conversations with customer,
• Communicate better with their customers and will be able to maintain a long-term customer relations.

MAIN GOALS:

Participants are aimed to carry out their new skills and techniques that they recently learned in the field and make a noticeable change in their work life.

CONTENT:

• NEEDS ANALYSIS FOR SALES TEAM
• Creating a common language
• Differences in perception and flexibility
• Presenting alternatives with benefit sentences and evaluation
• Role distribution via redirecting, following and feedback.
• Proactive approaches and creating backdrop
• Moderator and Facilitator identity
• Professional comman identity (win/win)
• Service and trust relationship
• Team consciousness and importance of belonging
• Consistency and sustainability
• Calmness and calm approaches.
• Positiveness, managing negative emotions and stress

COMMUNICATİON - TRUST - HARMONY AND UNDERSTANDING PRACTISE



• COMMUNICATION IN SALES TEAM AND RELATIONSHIP DIMENSION
• 2D (dimension) communication model
• Information density / support density / other side’s level of prepareness
• Obstacles of communication
• Verbal, written and face to face communication
• Feedback
• Sustainability
• LISTENING SKILLS (LISTENING SKILLS TEST)
• Listening skills; how do we listen?
• Active or passive, effective and accurate listening
• Self openness, honesty and transparency
• Empathetic listening, seem like listening, effective listening and selective listening

• PRINCIPLES OF SALES AND MARKETING PROCESS, FIRST STEPS
• Basic sales skills and solving sales problems
• Opening sales interciew (buying signals and sensing accurately)
• Coping and objections
• Continuity and deepness of interest and preparatory work
• Importance of product knowledge*
• Customer analysis*
• Competition knowledge
• MANAGING IN SALES TEAMS
• What is a team?
• Stages of being a team (advantages and difficulties)
• Areas to monitor constantly by team members
• Team spirit and importance of sinergy

TEAM HARMONY - TRUST - LISTENING - UNDERSTANDING - DELEGATION - COMMON LANGUAGE - COORDINATION


• PERSONALTY MANNERS FOR SALESPERSON (BOWEN TEST)
• Aggressive, consturctive and submissive behaviour
• Understanding different manners and different approaches and developing proper sales approaches.
• Introverts, extroverts, relationship orienteds and business orienteds
• How to understand our customer’s and our own behaviour model?
• SOURCES OF POWER AND USING THEM
• Positional power
• Personal power
• Self-confidence approach
• Personal knowledge
• Courage and modest
• EVALUATION AND CLOSING

METHOD:

• Knowledge shareing, group and duo applications and evaluations
• Case studies and sample films
• Interactive practises with role playing and case study
• Applications to boost knowledge and motivation with import equipment