Attending in thee  I -th session will allow you to develop the following sales trainer's skills:

• You will understand the sales process in a practical way
• You will learn the most effective sales techniques
• You will gain knowledge about specific sales skills

We invite all leaders desiring new challenges to our Sales Trainer School.

Sales Power Coach Academy® is one of authorized training projects

by Sales Power School®  

Session I.

Sales techniques in practice

2 days of training 

1. Sales process characteristic  „Why do we buy ?”

Benefits for training participants : * Acquiring  knowledge about emotional and rational people needs in the context of buying processes 

2. Needs categorization in open and closed trainings

Benefits for training participants * Capture of practical needs categorization in providing successful sales trainings* Development of conducting effective closed trainings according to individual customer expectations* Deep understanding of using Maslow pyramid  in sales trainings

3. Customer typologies versus trainings   effectiveness -popular approaches in training market

Benefits for training participants :

* Acquiring knowledge  allowing to conduct trainings with most effective techniques and methods

* Acquiring advantages and disadvantages of popular training and scientific conceptions in practice way 

  4. Sales conversation’s structure

Benefits for training participants :

*  Knowledge systematization of sales process elements  

*  Development od projecting trainings which concerns on customer service standardization

5. Customer service sales techniques

Benefits for training participants : 

* Understanding differences and similarities  of different sales processes in aspect of sales conversation structure in customer service 

* Gaining knowledge allowing to introduce customer service standardization for companies providing their services in different economy market segments 

6. Preparation for sales conversations and appointments. SPS Methodology ®

Trainer competitions development of providing  sales forces trainings, in direction of :

*Increasing sales appointment effectiveness : quantity of meetings/ quantity of orders * Projecting trainings materials, which could be usefulness for sales managers in effective managing and motivating  * Gaining more quantities of orders through better prepared promotion and marketing materials *  Acquiring  techniques, which influences for visual stimuli*  Reducing time of sales appointments * Skilful uses of  S.M.A.R.T goals in setting sales targets  

7. Needs analysis techniques

Trainers competitions development of providing trainings for sales forces, in direction of :

* Better understanding current and future customers* Acquiring more loyal customers* Eliminating excessive talking in sales conversation “ better effectiveness, reducing appointment time”* Development of practical skills to projecting after training materials in such as forms like SALES POWER GUIDEBOOKS ®

8. Asking questions techniques in sales conversations

Trainers competitions development of providing trainings for sales forces, in direction of :

* Development open ended and closed questions– better effectiveness* Acquiring questions techniques concentrating on needs* Possessing skills to motivate and engage customers for answering*  Developing skills to projecting sales guide books in such as form as Sales Power Question Tips® , which facilitates gaining customer processes

9. Closing and overcoming objections techniques

Trainers competitions development of providing trainings for sales forces, in direction of :

* Knowing methods how to recognize truly and false customer objections

* Meeting techniques how to deal with refusal* Knowing SELL sequences— test  closing  *  Fear and worries elimination for closing* Knowing “ ready to buy” signals * Development of projecting screenplays for direct and phone conversations

10. Active listening techniques in practice

Trainers competitions development of providing trainings for sales forces, in direction of:

*Acquiring knowledge about truly customers buying sources  

* Acquiring paraphrasing techniques skills– customer’s respect * Developing practical listening skills* Gaining verbal and nonverbal interesting skills*

Improving “writing notes skills” during sales appointments and coaching     sessions * Developing  role playing exercise projecting skills according to paraphrasing—using in sales teams* 

11.  Benefits language in sales

Trainers competitions development of providing trainings for sales forces, in direction of :

* Gaining practical skills to speaking benefits language in selling different products and services * Possessing methods to activate our callers * Products faith increasing in workshop’s participants  * Developing skills for customer’s comparing offer A to offer B ( more cheaper)*   Improving skills for conducting trainings using concrete products examples*  Getting possibilities to use trainings materials for train new employers* Developing skills for conducting workshops according to “Technical Sales Proof Model”- organizing closed trainings for technical and advanced technology producers

12. Sales time management

Trainers competitions development of providing trainings for sales forces, in direction of :

* Eliminating unnecessary, no urgent and not important activities

* Providing effective trainings for offers department

*  Getting possibilities to concentrating for more important acts, which brings more often results

Pareto Principle in organizing and managing time in sales* Eliminating fears and frustration as a results of excess acts*  Receiving sales figures growth as a results of better acts prioritization * Concentrating on things making more results* Reducing problematic and making contested orders*     

Eliminating unnecessary sales representative’s appointments as results of wrong prioritization* Better concentrating on targets, not on circumstances * Conducting effective trainings for planning skills

13. Price objections overcoming techniques. Methodology  SPS®

Trainers competitions development of providing trainings for sales forces, in direction of:

*Increasing average prices and margins* Knowing methods allowing to making deals in higher prices from competitors* Sales team successful  motivating for closing deals with more expensive product solutions* Faith increasing in own skills* Understanding techniques  “giving customers concessions in exchange of something”  * Understanding such as  buyer’s manipulation as: “ I need a price” “ I search a price” , etc

14. Sales workshops

Benefits for You:

* Possibilities to use gained knowledge in realistic examples in order to better understanding

* Practical exercising all techniques* solidifying program contents through experience, observation and  case’s analysis 

Sales Trainer School. Session II. Designing sales trainings

Sales Trainer School. Session III. Conducting sales trainings. Part 1

Sales Trainer School. Session IV. The art of public speeches

Sales Trainer School. Session V. Conducting sales trainings. Part 2

Sales Trainer School. Session VI. Changes implementation and measurement of trainings effectiveness