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TRAINING IN PROFESSIONAL SALES TECHNIQUES*

Benefits

- Management by the seller of his motivation.
- Generate commercial proactivity.
- Awaken commercial creativity.
- Train combativeness, resilience and resistance to frustration.
- Eliminate limiting beliefs, psychological barriers and internal fears.
- Put the focus on addressing the closing of the sale.
- Develop social skills.
- Implement the habit and a method of self-measurement and redirection.

Introduction

According to a study carried out by Esama, what differentiates the standard salesperson from the "star" is that the latter possesses the three high-performance technical commercial skills: proactivity, resilience and direction at the close of the sale. That is, unlike the "Gusiluz" salesperson, the resolute salesperson does not wait for the client to call him, he is motivated by the client saying "no" and moves towards the closing.

Thus, we focus on working on these three skills of the "star" salesperson, addressing the three factors that directly influence their results: emotional state, volume of commercial activity and level of praxis in performance.

86% of trained sellers increase their results.

We train with real quantitative and qualitative objectives, far from "learning is always good".

* Methodology registered in the RPI

 

Addressed to

- Vendors. - Sales team managers (regardless of the position they hold). - Any professional who needs a method focused on achieving sales results. - People interested in these issues.

Objectives

The objective is clear: take your team to one or more steps closer to excellence and increase the number of sales closings, billing per closing, cross-selling and the portfolio through individual coaching to the sales manager and the manager. Sales coaching and mentoring for salespeople. A priority objective is also the gradual implementation of an agile, efficient and operational commercial system that facilitates the day-to-day activities of vendors and those responsible for them.


Contents

Face-to-face sessions:

1. PROFESSIONALIZATION OF SALES. 
2. PROSPECTING, RECRUITMENT AND PLANNING OF THE COMMERCIAL ACTION.
3. EFFECTIVE HYPERCONNECTION GENERATION AND ICE BREAKING. 
4. TECHNIQUES OF INQUIRY, FOCUS AND ARGUMENTATION. 
5. OVERCOMING BLOCKS AND CLOSING PROCESSES.
6. PRODUCTIVITY AND TIME MANAGEMENT.
8. EXTRA GROUP SESSION DIRECTED TO MANAGERS ON SITUATIONAL LEADERSHIP, DISC AND STRESS MANAGEMENT.
(Date to be set with the participants once the training has started).

SUPPORT BETWEEN SESSIONS:
In the workplace, uninterrupted throughout the duration of the training.

Type

Course

Mode of delivery

Onsite

Methodology

With the methodology used, we ensure the anchoring of new habits in sales, praxis, and a system for measuring activity and commercial results focused on the objective; the circle is completed by tools that ensure the sustainability of the achievements once we finish the training.

It is crucial to identify the key knowledge and skills innate in each and every one of the members of your sales force in order to technically, objectively and systematically measure personal aptitudes, identify potential and establish which professional competencies are critical for personal development and commercial; and all this is the result of the implementation of a correctly applied teaching methodology.

Defining the training needs and developing a structured sequence favors the internalization of complex knowledge and skills, which have an immediate impact on improving the commercial competency profile of people and work teams. We guide your commercial team towards a real and measurable operation.

1.- Triangular alignment coach - company - trained in terms of qualitative (performance) and quantitative (commercial activity and sales closing) objectives. The trainer holds a meeting prior to the start of training with the company for this purpose.
2.- Comprehensive analysis of the seller by the coach: performance, emotional state, beliefs, motivation, proactivity, barriers, fears, combativeness, direction at the closing of the sale...
3.- Transfer of knowledge in neuroselling techniques aligned with the necessary performance to achieve the previously defined objectives (group face-to-face sessions).
4.- Weekly measurement of commercial activity ratios.
5.- Support to the trainee during the duration of the Program.
6.- Weekly feedback from the coach to the manager on the evolution of the trainee.
7.- Support for the person in charge during the duration of the Program: emotional management of the salesperson and operational control panel, simple, agile and effective.
8.- Concluded the Program, support from the trainer to the person in charge in order to consolidate the skills, abilities and habits acquired by the trainee, treatment of deviations in terms of the objectives desired by the company, management and analysis of the scorecard (own implementation or Impulse Platform).
9.- Report and proposals for improvement on the seller (emotional state, performance, results, closing orientation, relationship with their manager), commercial system...

Our mission as trainers is to motivate, push, direct, instruct, accompany and redirect the person (seller or manager) or a group of them (sales force), with the aim of achieving results and developing commercial skills, after a careful choice. of the method, application and type of coaching and/or mentoring appropriate in each case (situational leadership):

Calendar

DateStart TimeEnd time
21/10/202209:0014:00
4/11/202209:0014:00
18/11/202209:0014:00
2/12/202209:0014:00
16/12/202209:0014:00

Duration

25 teaching hours and support in the workplace

Site

AIDIMME C / Benjamin Franklin 13 (Technology Park) 46980 Paterna (Valencia)

Application

Open

Certificación

Certificate of attendance issued by AIDIMME. Minimum attendance of 75% of the teaching hours.

Cost

Non-associated company: € 453 + 21% VAT / - 13% Associated company advantage / Unemployed people check price. * AIDIMME, as the organizing entity of FUNDAE, will be able to manage the part of the course to be rewarded at no additional cost.

Teachers

BARRA DE MIGUEL, AMPARO
 
Law graduate, executive coach accredited by AECOP, business coach certified by AICEN, executive coach certified by MARSHALL GOLDSMITH STAKEHOLDER CENTERED COACHING, certified analyst in DISC behaviors and motivators (dimensions of talent) by TTI SUCCESS INSIGHTS ESPAÑA, accredited coach in Roles of Belbin by BELBIN SPAIN. More than 20 years of experience as a salesperson, 10 years as a salesperson trainer and 8 as an executive trainer. Proprietary sales training methodology registered in the Intellectual Property Registry. www.abventasaexito.es. Head of the AIDIMME Training Department.
   

To perform the preregistration, please,

INFORMATION AND PRE-REGISTRATIONS
AIDIMME - Training Department
961366070 Phone | Fax: 961366185 e-mail: rigual@aidimme.es | www.aidimme.es


Since the NUMBER OF PLACES is LIMITED, if they are interested in participating in these courses, they must communicate it, as soon as possible, by sending the duly completed pre-registration form (one for each student), before the indicated date, in order to close the participation in it. Admission will be made by pre-registration order and your acceptance will be communicated to the company.