Korneli Chaladze 13, Tbilisi
+995 558 197 679
Sales And Mentorship
Together with the mentors at the Institute of International Sales, you can tailor your planning to the specific needs of your industry, focusing on:
- Sales
- Negotiations
- Service Plus
- Procurement Training
Upon completing the project, participants will be able to:
- Achieve their sales goals
- Enhance customer relations, making them more efficient and less stressful
- Identify and correct mistakes and shortcomings in negotiations and sales through self-analysis
- Understand precisely what opportunities they have to achieve successful negotiations with potential customers
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I Meeting
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Preparation for the First Contact
- Preparation of the First Text
- Why Should I Meet You?
- What Do Your Personal Records Say?
- What is the Purpose of the Meeting?
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First contact with the client
- First call - 5 seconds principle
- What do we sell at first contact?
- How to position yourself in the first interaction
- In whose territory shall we meet?
- How to teach employees the first call principle
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II Meeting
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Product/Presentation: How the Brain Makes Decisions
- How to Talk About Our Product
- Traits, Benefits, or Emotions?
- Stories About "Happy" Clients
- What Benefits Can You Bring to the Client?
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III Meeting
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"Black Swan" in Negotiations
- What is the "Black Swan" in Negotiation?
- How to Neutralize the "Black Swan"?
- How to Talk About Price? - Ackerman's Method
- "I'll Think About It and Contact You" - How Do We Proceed?
- How to Book the Next Meeting?
- Case Study - Future or Failed Negotiations
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IV Meeting
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Client Types - Approaches and Actions
- Uninspired/Phlegmatic
- Established Buyer
- Analytical Buyer
- Relationship-Oriented Buyer
- Results-Oriented Buyer (Director)
- Extroverted Buyer
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V Meeting
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How do you log in as a new user?
- Who are our potential customers?
- How do you create a customer exit strategy?
- How do you find common contacts in an existing directory?
- Internal structure of a potential customer company and its 'Game of Thrones' dynamics.
- Identifying "your person" in a potential customer’s company.
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