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COMMERCIAL TRAINING IN PROFESSIONAL SALES AND SOCIAL MEDIA TECHNIQUES FOR SELLERS

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 competencies 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.

In addition, each session includes the contribution of content and its practical application regarding:

SOCIAL NETWORKS FOR BUSINESSES WHO DO NOT USE SOCIAL NETWORKS: LINKEDIN FOR SELLERS.
- Know the tool. 
- Mass communication strategy through your publications.
- Techniques to reach new customers (search tool to expand contacts).
- eMailMarketing: effective communication with our clients through email with MailChimp

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

Type

Course

Mode of delivery

Onsite

Methodology

The methodology used favors the anchoring of new sales habits (praxis), and the system for measuring activity and commercial results focuses on the objective; The circle is completed by tools that facilitate the sustainability of achievements once the training is completed.

It is crucial to identify the key knowledge and skills innate in each and every member of your sales force in order to technically, objectively and systematically measure personal skills, identify potential and establish which professional competencies are critical for personal development and commercial.

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

1.- Triangular alignment trainer - company - trained in terms of qualitative (performance) and quantitative objectives (commercial activity and sales closures). The trainer maintains contact 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.

OPTIONAL:
8.- Once the Program is completed, support from the trainer to the person in charge in order to consolidate the competencies, skills and habits acquired by the trainee, treatment of deviations in terms of the objectives desired by the company, management and analysis of the scorecard.
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
4/10/202409:0014:00
18/10/202409:0014:00
8/11/202409:0014:00
22/11/202409:0014:00
13/12/202409:0014:00

Duration

25 hours

Place

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

Registration

Open

Certification

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

Cost

€375 Non-associated company amount + 21% VAT. Associated company - 13%. Unemployed people, consult price *AIDIMME, as the organizing entity of FUNDAE, will be able to manage the subsidized part of the course at no additional cost.

Professors

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, 15 years as a salesperson trainer and 10 as an executive trainer. Proprietary sales training methodology registered in the Intellectual Property Registry. www.abventasaexito.es. Head of the AIDIMME Training Department.
SOLERA GARCIA, JOSE VICENTE
 
Technical Engineer in Industrial Design and Master ITIO (Integration of Information Technologies in Organizations), from the Polytechnic University of Valencia. More than 20 years of experience in new technologies applied to the Internet for companies. Project manager at AIDIMME.
His eminently consultative profile gives him as a teacher a special ability to take on the challenges of his students as his own, and persevere until their achievement.
   

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 LIMITEDIf you are interested in participating in these courses, you must notify us, as soon as possible, by sending the duly completed pre-registration form (one for each attendee), before the indicated date, in order to close participation in it. Admission will be made in order of pre-registration and the company will be notified of its acceptance.