Online-Development Programme on Sales without Objections. ProSPIN Sales Strategy and Tactics

• Duration:29 November - 03 December
• Language: Ukrainian/Russian
• Time: 14:00 - 15:30
• Pecularities:Four modules of hour and a half each; one module of two hours
• Fee for EBA members:6000 UAH for EBA members
• Early Registration for EBA members:5500 UAH till October 29 for EBA members
• Place: Will be online
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The only stability that exists now is the constant changes which are taking place in the world and society. The continuous development of business is the cause of new challenges: to sell more, expand and conquer new horizons.

EBA Management Development Centre together with Oleksandr Pronishyn is launching a new Online-Development Programme on Sales without Objections. ProSPIN Sales Strategy and Tactics.

TARGET AUDIENCE:

The course will be useful for all representatives of sales department.

THE MAIN OBJECTIVE OF THE PROGRAMME is to provide participants with technologies and methods that allow them to develop and implement successful approaches to consulting sales, namely:

• Recognize the importance of understanding customer issues that the company can solve; learn to build a client’s “issue tree”.
• Learn to apply the method of 3 centers of interaction with clients.
• Learn how to:

– answer the questions correctly: what does my client need? Thus, creating a unique value for the client.

– develop clients’ hidden needs with the help of SPIN needs development technology.

– convincingly show the client the benefits of the proposed solution.

– deal effectively with clients’ objections and doubts.

– successfully close the deals.

Having successfully finished the Online-programme, participants will receive certificates of completion.

SYLLABUS

MODULE 1. Establishing contact with the client and opening the deal (November 29; 14:00-15:30):

• Preliminary information about the client and preparation for sale.
• Building a client’s “issue tree”.
• Defining goals and objectives of the meeting with the client.
• The concept of progress in sales.
• Three entry points to client organizations.
• Technology on establishing contact with the client.
• “3+” method of establishing contact.
• The purpose of meeting in terms of the clients’ benefits. The most important thing is not to start selling immediately.
• Obtaining the right to ask questions.
• Sale because of several meetings.

INDEPENDENT WORK TASKS: The example of building a client’s “issue tree”. The examples of using the Technology on establishing contact with the client.

MODULE 2. Identification and development of client’s needs (November 30; 14:00-16:00):

• Development of clients’ needs as a key method of sales growth.
• Hierarchy of business (material) and personal (spiritual) clients’ needs. Hidden and clear needs.
• Clients’ needs in sales of complex solutions in your industry.
• Needs analysis and survey-based technology. 5 reasons for the effectiveness of questions.
• Listening but not hearing. Active listening techniques.
• SPIN needs development strategy.
• Techniques of needs development through problem identification.
• SPIN types of questions – how, when and what to ask your clients based on a client’s “issue tree”.
• Templates for preparation of questions for the development of clients’ needs.

INDEPENDENT WORK TASKS: The examples of SPIN types of questions.

MODULE 3. Presentation of the solution and sale of the benefits (December 01; 14:00-15:30):

• Formulation of benefits of complex solutions for the company’s clients.
• Criteria for client’s decision-making. Methods of influencing the client’s choice.
• Information and sales – what the difference is.
• Technology on selling the benefit when selling the complex solution.
• Demonstration of the benefits of the solution: Features, Profits and Benefits in Sales.
• Equation of value and success in Sales: Price-Value.
• How the properly presented benefit may prevent denial and secure a deal.

INDEPENDENT WORK TASKS: The examples of using the Technology on selling the benefit.

MODULE 4. Techniques for closing the deals (ending the meeting) (December 02; 14:00-15:30):

• Techniques for closing the deals. Client’s signals of readiness of purchase.
• Progress in negotiations. Sales and partial solutions. Effective end of the meeting.
• End of the meeting – obtaining commitments.
• Types of signals which define the client’s readiness for the deal. How to respond to them properly.
• 9 ways to get a client’s commitment.
• Alternative technology for closing the deal on SPIN method.

INDEPENDENT WORK TASKS: The examples of using the Technology on closing the deal on SPIN method.

MODULE 5. Dealing with clients’ objections and doubts (December 03; 14:00-15:30):

• Dealing with clients’ objections and doubts when selling complex solutions to the company’s clients.
• Sources of objections. Reasons for 3 types of objections in sales.
• Necessary skill set for successful work with clients’ objections.
• Ideology of dealing with clients’ objections and doubts in sales.
• 8 basic methods of dealing with objections.

INDEPENDENT WORK TASKS: The examples of objections and variants of responses while selling company goods.

TRAINER:

Oleksandr Pronishyn, Managing partner of Business Solutions Agency. Business trainer and consultant with practical experience in implementing consulting and training projects in big Ukrainian, Kazakh, Belarusian, Russian companies. Business practice since 1990; consulting practice since 2005. Certified specialist in Tacis Managers Training Program, IFOA (Italy). Studied at GFA Consulting Group (Germany) – Logical Framework Approach. Member of Association of BPM Professionals International (ABPMP).

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