Development of Selling Skills

This program is provided for the people involved in sales and commercial management. It helps participants to become more effective and more successful. The program presupposes high level of personal participation. It includes less known elements of customer motivation and can be applied in any commercial area. The salesmen and sales representatives are placed during the training in the "first line"- actual situations, which can be encountered during the sale process. They learn motivating methods of sale, while the results of the latest research are taken into account. This program increases effectiveness of sales representatives and of commercial managers as the methods and techniques offered during training can be implemented directly in practical life.


Program modules:

  • Positive attitude and proactivity in trade
  • Basicss of business process
  • Questioning techniques
  • Method SPIN
  • Proposed solution
  • Perspective of sale
  • Client's needs
  • Client's motivation to buy
  • Overcoming the objection of client
  • "Commitment" to the client - conclusion
  • Communicating with difficult clients
  • Principles of negotiation
  • Negotiating skills
  • Techniques resist competition
  • The process of acquiring customers and creating business networks (Prospecting and networking)
  • Sales process based on relationships
  • Telephone communication
  • Basics of time management
  • Time management techniques
  • Planning in business practices
  • "Stealing Time" and how to eliminate them
  • Effective and persuasive argument
  • Control and forecast business