Practical Information:
When: Monday 20 and Wednesday 22 of April 2015
Where: Impulse Brussels (Chaussée de Charleroi 110, 1060 Bruxelles)
Registration: MAX 20 Participants, Registration is free of charges but compulsory
Who should attend:
Anyone who is involved in selling and who is looking for hands on tools and models to apply to improve their own selling skills. You could be a sales manager, senior account executive, a sales person or a marketer.
After this program you will have:
- a good understanding of the psychology of persuasion
- a framework to manage a sales conversation with a potential customer
- developed your investigating and questioning skills
- learn how to develop and present a persuasive case as part of your consultative sales approach
- learned how to map your sales processes to manage your sales opportunity
- learned how to manage your sales opportunities as part of a funnel
- learning how to review your own sales opportunities
- a framework for understanding what the different characteristics are of sales opportunities
- conducted many different role plays
- completed a case study on opportunity management
References:
Neil Rackham, 1996, The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Neil Rackham, 1988, SPIN Selling
Stephen E Heiman, 2011, The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies
Day 1:
Consultative Selling Workshop & Master Class
Day 2:
Consultative Selling Workshop & Master Class
