fbpx
Size of letters 1x
Site color
Image
Additionally
Line height
Letter spacing
Font
Embedded items (videos, maps, etc.)
 

Online-Development Programme: Sales for Large Checks

Sales
  • Status:new season starts on May 19, 2025; Four sessions of an hour and a half each: May 19, 21, 26, 28
  • Duration:19 - 28 May
  • Language: Ukrainian
  • Time:17:00-18:30
  • Fee for EBA members:7500 UAH for EBA members
  • Early Registration for EBA members:6500 UAH for EBA members till April 21
  • Place: Will be online
Google Apple Outlook Telegram Bot
  Online-Development Programme: Sales for Large Checks. Date: 19 May2025. Time: 17:00 18:30. Language: Ukrainian. Place: Will be online. EBA Management Development Centre Team together with Kateryna Chabanova invites you to join an updated Online-Development Programme: Sales for Large Checks. THE MAIN OBJECTIVE OF THE PROGRAMME is to teach participants key sales techniques, including customer qualification, effective product positioning, building trust and using the sales funnel to increase conversions. TARGET AUDIENCE: The Online-Development Programme will be useful for all representatives of the sales department. Having successfully finished the Online-Development Programme, participants will receive certificates of completion. SYLLABUS MODULE I. Fundamentals of successful sales and customer qualification (May 19; 17:00-18:30): What the effective sales funnel is: Understanding the role of key stages in the funnel. Defining the key stage for a customer’s decision-making. Qualification process: How to determine whether the customer is ready for cooperation. Key criteria: need, deadlines of solving the problem, availability of financial instruments. Practice: Analysis of real cases with the classification of leads. Building a personalized approach to customer MODULE II. Product positioning and building trust (May 21; 17:00-18:30): How to sell through positioning: Identifying the unique benefits of the product. Preparing evidence and examples for the presentation. The framework for creating a scenario for a key stage of negotiation: Establishing contact, positioning, alternatives, the customer’s ideal world. Practice: Developing scenarios for working with clients at different stages at decision-making. MODULE III. Dealing with customer objections and closing the deal (May 26; 17:00-18:30): Dealing with objections: How to understand the customer’s hidden problems. Using evidence and cases to overcome barriers. Closing the deal: A clear call to action. How to support a customer in the final stage of decision-making. Practice: Analyzing examples of objections and practicing responses. Closing the sale by supporting the customer’s decision. MODULE IV. Performance analysis and long-term strategy (May 28; 17:00-18:30): Performance assessment: How to analyze the sales funnel and identify Conversion between funnel stages as a key indicator of success. Building a long-term strategy: Implementing regular management in the sales department. Effective communication with marketing to attract targeted leads. Practice: Creating a plan to improve the sales funnel. Developing personal KPI’s for each participant. TRAINER: Kateryna Chabanova, CEO and owner of the consulting agency Raketa prodazh – choice of the year 2024, expert columnist in business media and author of the YouTube channel Raketa prodazh, Sales&Management Advisor to owners of medium and large businesses, Member of Commercial Board of large business companies. Experience in managing commercial departments – 16 years. Managing experience in commercial departments – 14 years – Head of quality service of one of the largest call centers in Ukraine. Graduate of the Kyiv-Mohyla Business School. Expert columnist on MC today and Europe plus. Author of the YouTube channel Raketa prodazh. Number of attracted clients during work – 2366. companies/persons, number of sellers in the management – 42. Average sales check – 9 000 $ Maximum personal deal – 142 000 $ Built sales departments for 158 companies. The portfolio includes successful cases with Mitsubishi, Naftogaz, Novatek Electro, Leeloo.ai, aqua cloud, Audi, Synergy Construction Group, Alterra Group, THE Ceo and other leaders in their niches. In addition to working in the Ukrainian market, Kateryna builds the sales department in the US Market, as well as in the European market.Speakers. Kateryna Chabanova. CEO and owner of the consulting agency Raketa prodazh – choice of the year 2024, expert columnist in business media and author of the YouTube channel Raketa prodazh, Sales&Management Advisor to owners of medium and large businesses, Member of Commercial Board of large business companies.. You can send a question to:. Contact person:. Iryna Shevchuk. E-mail [email protected]. Contact Phone. 067 240 90 90.

About the Programme

EBA Management Development Centre Team together with Kateryna Chabanova invites you to join an updated Online-Development Programme: Sales for Large Checks.

THE MAIN OBJECTIVE OF THE PROGRAMME is to teach participants key sales techniques, including customer qualification, effective product positioning, building trust and using the sales funnel to increase conversions.

TARGET AUDIENCE: The Online-Development Programme will be useful for all representatives of the sales department.

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

SYLLABUS

MODULE I. Fundamentals of successful sales and customer qualification (May 19; 17:00-18:30):

What the effective sales funnel is:

  • Understanding the role of key stages in the funnel.
  • Defining the “key stage” for a customer’s decision-making.

Qualification process:

  • How to determine whether the customer is ready for cooperation.
  • Key criteria: need, deadlines of solving the problem, availability of financial instruments.

Practice:

  • Analysis of real cases with the classification of leads.
  • Building a personalized approach to customer

MODULE II. Product positioning and building trust (May 21; 17:00-18:30):

How to sell through positioning:

  • Identifying the unique benefits of the product.
  • Preparing evidence and examples for the presentation.

The framework for creating a scenario for a key stage of negotiation:

  • Establishing contact, positioning, alternatives, the customer’s ideal world.

Practice:

  • Developing scenarios for working with clients at different stages at decision-making.

MODULE III. Dealing with customer objections and closing the deal (May 26; 17:00-18:30):

Dealing with objections:

  • How to understand the customer’s hidden problems.
  • Using evidence and cases to overcome barriers.

Closing the deal:

  • A clear call to action.
  • How to support a customer in the final stage of decision-making.

Practice:

  • Analyzing examples of objections and practicing responses.
  • Closing the sale by supporting the customer’s decision.

MODULE IV. Performance analysis and long-term strategy (May 28; 17:00-18:30):

Performance assessment:

  • How to analyze the sales funnel and identify
  • Conversion between funnel stages as a key indicator of success.

Building a long-term strategy:

  • Implementing regular management in the sales department.
  • Effective communication with marketing to attract targeted leads.

Practice:

  • Creating a plan to improve the sales funnel.
  • Developing personal KPI’s for each participant.

TRAINER: Kateryna Chabanova, CEO and owner of the consulting agency Raketa prodazh – choice of the year 2024, expert columnist in business media and author of the YouTube channel Raketa prodazh, Sales&Management Advisor to owners of medium and large businesses, Member of Commercial Board of large business companies.

  • Experience in managing commercial departments – 16 years.
  • Managing experience in commercial departments – 14 years – Head of quality service of one of the largest call centers in Ukraine.
  • Graduate of the Kyiv-Mohyla Business School.
  • Expert columnist on MC today and Europe plus.
  • Author of the YouTube channel Raketa prodazh.

Number of attracted clients during work – 2366. companies/persons, number of sellers in the management – 42.

Average sales check – 9 000 $

Maximum personal deal – 142 000 $

Built sales departments for 158 companies.

The portfolio includes successful cases with Mitsubishi, Naftogaz, Novatek Electro, Leeloo.ai, aqua cloud, Audi, Synergy Construction Group, Alterra Group, THE Ceo and other leaders in their niches. In addition to working in the Ukrainian market, Kateryna builds the sales department in the US Market, as well as in the European market.

Trainers

1 / 1
Kateryna Chabanova
CEO and owner of the consulting agency Raketa prodazh – choice of the year 2024, expert columnist in business media and author of the YouTube channel Raketa prodazh, Sales&Management Advisor to owners of medium and large businesses, Member of Commercial Board of large business companies.
Kateryna Chabanova

Partners

You can send a question to:

Contact person:

Iryna Shevchuk

Contact
067 240 90 90
Registration
First name
E-mail
Please, verify your phone number
Your expectations of the Online-Programme
Online-Programme will be paid by
Register If your company is already a member of the EBA and you have a personal cabinet / or want to create it, please follow the link.
Close - 3
Online-Programme will be paid by
Register
Register
Close

Spelling error report

The following text will be sent to our editors: