Technique and psychology of ethical sales

Descrizione del corso

Objectives: • Taking stock of one of the most important business function • Understanding the techniques for a consultancy approach to handle complex negotiation • Acquiring the right sensitivity and motivation in the different stages of the commercial contact • Developing an effective communication with the client • Closing the purchase under the best conditions in order to maximize profitability and improve the level of trust and the retention of the client Audience: • Sales managers • Account executives • Salesmen

Programma

Clients’ needs
• Who is our client?
• The analysis and the influence of the client purchasing cycle: the GRID model
• Listening skills as a key for a high-quality purchase
• The right questions to identify the typology and the needs of the client
• Becoming the partner of the client

Not only words
• Communicating or informing?
• Listening or hearing?
• How to be understood

The role of the vendor
• What does the vendor do?
• Five top skills for an effective vendor
• Vendor motivation
• Sales approach
• Action plan

The moment of truth: starting, conducting and closing an ethical sales negotiation
• Key concepts for ethical sales practices
• The economic theories that underlie ethical sales practices
• The stages of ethical sales practices
• The circle of trust

Practical exercise
• Defining vendor motivations and predominant values
• Identifying the selling style
• Role Playing