„Never mix movement with action.“

Ernest Hemingway

Effective Selling / PROFESSIONAL

Basic subjects

• Success factors of the result
• Analysis of the client’s hierarchy of expectations (needs)
• Effective selling model PROFESSIONAL (practical algorithm):
• Determination of SMART goals and initiation of contacts with the client (situational analysis, arrangements for the contact);
• Client engagement (production of the initial attraction, effective presentation of the product / services);
• Sale and maintenance of mutually beneficial contacts (interviewing techniques);
• Benefit substantiation (NASA arguments presentation model);
• Discord resolution (conflict prevention, attentive listening, benefit and price substantiation):
• Productive finalization of the contact (arrangements for the contract, further measures);
• Monitoring of the contact (time planning, control means, supervision of quality indices)
• Training of positivism in the selling and customer service (methodology and practice);
• Individual development plan

Successful Presentation / PRESENT

Basic subjects

• Hypnotism and personal charisma in the presentation
• Structure and form of the presentation (algorithm of the presentation, training of the practical presentation skills)
• Techniques of the conversation (discussion) conduct and control (communication with various types of interlocutors, formal / informal audience)
• Suggestive presentation of arguments (practical application of NASA model)
• Creativity in the presentation
• Exercises of verbal and non-verbal techniques (SOL’o model)
• Use of technical means in the presentation (peculiarities and errors)
• Individual development and self-training plan

Successful Sales Planning / SALES PLAN

Basic subjects

• Success factors of the result
• Assessment of the result (result and input measuring model)
• Seller’s input assessment (input, importance of promotions)
• Analysis of the clients structure (platform, clients psychological profile, personal data basis)
• Determination and control of sales goals (formation of goals, analysis of the key performance indicators (KPI), effective time planning)
• Frequent sales planning mistakes
• Positivism, self-motivation and self-training in the selling process
• Individual action plan

Negotiation Skills / NEGO

Basic subjects

• Analysis of different individual motivation types
• Practical negotiation conduct algorithm NEGO
• Conflict prevention, particularities of unpleasant information “seller to client” disclosure
• Practical ways to present “for and against” arguments
• Active listening and various interviewing techniques
• Measures for discord resolution
• Self-training plan

Effective Participation in the Exhibition Show / EXPO

Basic subjects

• Preparation for the exhibition show (determination of the principal goals, forethought of options and risks)
• Production of the psychological profile of the potential clients
• Simulation of the practical situations in the exhibition show and analysis of different sociological types
• Creation of the affirmative and positive atmosphere, and audience control in the exhibition show
• Conflict prevention in the exhibition show
• Team work peculiarities in the exhibition show
• Micro-presentation techniques in the exhibition show (eye contact, voice, body language, singularities for use of technical means)
• Frequent mistake in the exhibition show
• Effective performance algorithm at the end of the exhibition show
• Individual action plan

Advanced Selling Matrix / Persistent Selling – ACCEPT

Basic subjects

• Various selling situations and influencing factors
• Tendencies of the relationship between the seller and the client in the market
• Businessman’s behaviour in the persistent (cross-) selling
• Persistent (cross-) selling model ACCEPT (introduction of the algorithm)
• A personal charisma in the selling process
• Individual development plan

Advanced Selling Matrix / Values Sales – TACTICS

Basic subjects

• Various selling situations and influencing factors
• Tendencies of the relationship between the seller and the client in the market (projection and empathy)
• Stimulation of the need: effective methods and mistakes
• Businessman’s behaviour in the selling process
• Value sales model TAKTIKA (introduction of the algorithm)
• Application of non-standard solutions and creativity in the formation of the value for the client
• Individual action plan

Advanced Selling Matrix / Relationship Sales – KEEP

Basic subjects

• Psychological training of participants for work in the common area
• Efficient cooperation seeking for good results
• Analysis of the personal motivation profile
• Psychological aspects of the relationship between the seller and the client (transactional analysis, “OK corral”, “Johar window”)
• Consolidation of the personal motivation profile applying active psychodrama and presentation techniques
• Practical application of cooperation between different motivation types
• Channels and bottlenecks of efficient cooperation: channels for transmitting – receiving of information, importance of the cerebral hemispheres in receiving information
• Active listening in the resolution of the complicated situations (causes of conflicts and their prevention, the algorithm for unpleasant information disclosure)
• Non-verbal body talk in the communication process
• Communication based on mutual trust applying coaching practice with metaphor cards “Points of You”
• Individual development plan

Advanced Selling Matrix / Solution Sales – NEED

Basic subjects

• Positioning of the solution sales model NEED
• Non-standard problem solution methods
• Channels for transmitting – receiving of information and their bottlenecks
• Non-formal absorption into the client’s situation (solution-making psychology)
• De-escalation of the problem
• Proposition of the effective solution: logical argumentation and visualization
• Consolidation of the agreement endeavouring for a long-term partnership
• Individual development plan

Negotiations for Advanced / NEGO PLUS

Basic subjects

• Principles of the successful negotiations
• Get ready for the negotiations (analysis of the negotiation situation, goals, choice of strategy)
• Different types and styles of negotiators
• Information exchange
• Structure of the negotiations
• Assessment of the positions for the negotiation (possible tactics and mistakes)
• Completion of the negotiations (possible tactics and mistakes)
• Management of complicated situations in the negotiations (exercises)
• Individual development plan

Laboratory of Sales / IMPACT TRAINING

The program for advanced participants – designed for CEOs and managers of the company after basic CAGR Consulting Group training and seeking to improve practical selling, negotiating and/or presenting skills

Training format

Session progress: extended exercises in the subjects early covered by CAGR Consulting Group training. Additional monitoring of achievements, video training, cross-analysis. Individual (or group) coaching, joint visits, assessment of individual scores, etc.

Principal optional subjects (specimen)

• Formulation of the visit goals
• Use of different interviewing techniques during the visit
• Argumentation (counter argumentation)
• Escalation of positive acceptances (agreements)
• Revision and overcoming of discords
• Profit and price substantiation
• Management of the discussion
• Training of the presentation techniques (oratory skills)
• Coaching of positivism
• Individual and/or group coaching