Services |
- Improved understanding of customer needs and desires.
- Development of empathy and connection skills with the client.
- Increased ability to identify sales opportunities.
- Implementation of strategies to satisfy customer expectations.
- Reduction in customer resistance and increase in sales closing rate.
- Promotion of solid, long-term business relationships.
- Increase in customer loyalty and satisfaction.
- Creating a positive and personalized shopping experience.
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Introduction |
Selling from the mind of the customer involves deeply understanding their needs, wants and concerns, and adapting our sales strategy accordingly. This course focuses on providing tools and techniques so sales professionals can better understand their customers and build strong relationships based on trust and empathy.
Salespeople who adopt a customer-centric approach noticeably experience an increase in sales and customer loyalty.
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Addressed to |
-Business leaders. – Directors and team managers. - Sales teams who want to adopt a customer-centric approach. - People interested in improving their sales and customer service skills. |
Objectives |
The main objective is to become aware of the importance of the customer, and to train participants so that they can sell from the customer's perspective, understanding their needs and desires and adapting their sales approach accordingly. It seeks to provide practical tools and effective strategies to build strong relationships with customers and increase sales conversion rates.
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Contents |
Face-to-face sessions:
1. Understanding the Customer's Mind: Research and Analysis.
2. Development of Empathy and Connection with the Client.
3. Identification of Client Needs and Desires.
4. Personalization of the Shopping Experience.
5. Customer-Centered Sales Closing.
Each session will include practical exercises and case studies to apply the concepts learned in real sales situations.
Support between sessions:
Ongoing support will be provided between sessions to help participants apply the strategies and techniques learned in their daily sales work.
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Type |
Course |
Mode of delivery |
Onsite |
Methodology |
The methodology is experiential, with active participation of attendees, through the methodology of David Kolb (1984) and the Learning by Doing methodology.
According to the learning style model developed by Kolb, when a person wants to learn something, they must process and work with the information they collect. For this information processing to be carried out optimally, four different phases must be completed: the starting point is to propose activities where you can live an experience (feel), perceive what happened from different points (reflect), analyze and provide a professional vision ( abstract conceptualization) to finally put forward proposals to commit to (application).
We expose participants to a specific experience, which has been developed based on the objectives set for each session. From the execution of this task, we reflect and through a series of questions and arrive at the conceptualization to later move on to the strong ideas that I take away from each of the reflections made. Experiential training must end with the participants acquiring a series of commitments that they will put into action when they arrive at their workplace. All the reflections, as well as the exercises, are captured in a power point in such a way that the objectives that we wish to pursue with each of the activities are always present. In this way we are approaching the different ways of learning of students.
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Dates |
From 19 / 6 / 2024 to 26 / 6 / 2024 |
Calendar |
Wednesday |
Schedule |
From 09: 30 to 13: 30 |
Duration |
8 hours |
Site |
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 |
€150 - 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.
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Teachers |
| MARTINEZ ANDREU,LUIS |
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Professional with more than 30 years of experience in people management, both in national and international companies, in service, technological and industrial sectors. H2020 SMEs Innovation Business Coach European Commission. PDG from IESE Business School. Degree in Economics and Business Administration. Master
in Financial Entities from the University of Valencia. PCC Executive and Team Coach by the International Coach Federation (ICF). I have specific training in Human Capital and Business Management.
He currently provides his services as a human resources consultant at EquipoHumano, and business development and participates as a speaker in university Masters in human resources
He is part of the Consulting and Training area of our organization, designing and implementing projects such as: Analysis of organizational culture, job description, review of internal procedures, training projects, coaching processes, strategic plans for human resources areas etc in companies from different sectors. |
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INFORMATION AND PRE-REGISTRATIONS
AIDIMME - Training Department
961366070 Phone | Fax: 961366185 e-mail: rigual@aidimme.es | www.aidimme.es |
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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. |
