Benefits |
- Seller management of their motivation. Emotional intelligence of the seller. Eliminating limiting beliefs, psychological barriers and internal fears.
- Awaken commercial creativity.
- Generate commercial proactivity.
- Train combativeness, resilience and resistance to frustration. Focus on the direction towards closing the sale.
- Develop commercial 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 |
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Addressed to |
- Salespeople. - Sales Team Leaders (regardless of their position). - Any professional who needs a method focused on achieving sales results. - People interested in these topics.
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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.
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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:
At the workplace, uninterrupted, for the entire duration of the Training.
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Type |
Permanent |
Mode of delivery |
Digital games |
Methodology |
IN-COMPANY COMMERCIAL TRAINING.
The methodology used favors the anchoring of new sales habits (praxis), and the system for measuring commercial activity and results is focused on the objective; the circle is completed by tools that facilitate the sustainability of the 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 sales performance. We guide your sales team towards real and measurable operations.
1.- Triangular alignment between the Trainer - Company - Trainee in terms of qualitative objectives (performance) and quantitative objectives (commercial activity and sales closings). The Trainer maintains contact with the Company prior to the start of the Training for this purpose.
2.- Comprehensive analysis of the Seller by the Coach: performance, emotional state, beliefs, motivation, proactivity, barriers, fears, combativeness, direction to closing 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 between sessions.
6.- Weekly feedback from the Coach to the Manager on the progress of the Trainee.
7.- Support to the Responsible Party during the duration of the Training.
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).
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Dates |
Permanent |
Available from |
7/1/2025 |
Place |
AIDIMME C / Benjamin Franklin 13 (Technology Park) 46980 Paterna (Valencia) |
Registration |
Open all year round |
Certification |
Certificate of attendance issued by AIDIMME. Minimum attendance of 75% of the teaching hours. |
Cost |
Price on request.
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Professors |
| BARRA DE MIGUEL, AMPARO |
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| 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 |
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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. |
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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 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. |
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