For sales managers

„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