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Course in Sales Techniques: online and offline

The course aims to accompany salespeople to strengthen their sales methodologies, making them even more effective both in presence and when operating online.

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Formula Corporate Education Course
Method On Campus / Online
Language Italian | English
Facilities Contact us for information
25% .

COURSE OVERVIEW

The course aims to accompany salespeople in strengthening their sales methodologies by making them even more effective both in presence and when operating online. The programme will be built around their needs and requirements and customised to the applicant’s context. The programme is full of activities and customised training to acquire or strengthen skills useful to master the most modern sales and communication techniques.

Recipients

Sales managers, consultants, agents and professionals both experienced and new to the role.

 

 

 

Prerequisites

Qualification

The qualification must be at least secondary school level

Course Description

The course aims to develop and strengthen in salespeople a sales mind-set that guides them to a more consultative, negotiation skills-oriented approach with a ‘win-win’ approach and effective communication and that enables them to impact on sales targets.

 

 

 

Contents

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  • Consulting and modern selling
  • Selling online
  • The mind setting
  • Glossary of basic terms

 

 

 

  • Planning matrices
  • Customer segmentation matrices
  • Customer type

 

 

 

  • The importance of sales targets
  • SMART goal setting
  • The climber’s technique

 

 

 

  • Objectives, information and tools
  • The positive telephone contact
  • The virtual meeting

 

 

 

  • The moments of negotiation
  • Effective behaviours
  • Breaking the ice
  • The non-verbal and paraverbal
  • Relational pact
  • Positive communication and killer words
  • Empathy
  • Active listening and silence
  • The targeted solution
  • Features and benefits matched to customer need
  • The Unique Selling Proposition
  • SPIN selling and selling by asking
  • Tie-Downs and other types of sales questions
  • Compete without competing on price while maintaining professionalism
  • Common types of objections
  • Objection management strategies
  • Understanding when it is time to close
  • Closing techniques
  • Identify upsell/cross-sell opportunities based on customer interests
  • Seize upsell/cross-sell opportunities in terms of customer benefit
  • Thank-you notes
  • Customer service troubleshooting
  • Stay in touch

Didactic Method

In line with the overall Rome Business School approach and the best international standards, the course is designed with the aim of providing you with a preparation of excellence, oriented towards concrete application in the labour, professional and business markets.
The course therefore includes both predominantly one-way teaching phases – to accurately transfer the conceptual models of reference – and practical-application sessions aimed at developing your operational and management skills.
Learning of the topics covered will be tested and consolidated through exercises on concrete management cases.

 

Course duration

24 hours face-to-face classroom or online course
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Please fill the form and we'll contact you by telephone with more information about the Master of your choice

  • Rome Business School s.r.l. will process your personal information to contact you and to inform you about the program of your choice for the upcoming two terms. You may exercise the rights of access, deletion, rectification, opposition, limitation and portability, by post to Rome Business School, Via Giuseppe Montanelli, 5 Rome, or by email to [email protected]. Likewise, if the interested party considers it appropriate, they can lodge a claim to the Italian Data Protection Agency. Moreover, you can contact our Data Protection Manager by email to [email protected] or by post to Via Giuseppe Montanelli 5, 00195, Rome at Data Protection Manager of Rome Business School.

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Please fill the form and we'll contact you by telephone with more information about the Master of your choice

  • Max. file size: 64 MB.
  • Rome Business School s.r.l. will process your personal information to contact you and to inform you about the program of your choice for the upcoming two terms. You may exercise the rights of access, deletion, rectification, opposition, limitation and portability, by post to Rome Business School, Via Giuseppe Montanelli, 5 Rome, or by email to [email protected]. Likewise, if the interested party considers it appropriate, they can lodge a claim to the Italian Data Protection Agency. Moreover, you can contact our Data Protection Manager by email to [email protected] or by post to Via Giuseppe Montanelli 5, 00195, Rome at Data Protection Manager of Rome Business School.

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