1. THE SALES PROCESS
2. The sales process
3. Traditional Model vs. Consultative Model
4. Characteristics of the Professional Seller
5. AIDA Model

• PROSPECTION

1. Why prospect?
2. Characteristics for the qualification of a prospect
3. Prospection methods and strategies
4. Presentation strategies for prospects

• OBJECTION HANDLING AND THE MASTER CLOSURE
• Definition of Objection
• Refutal techniques
• Assertivity
• Price defense
• Closure storming

1. PLANNING IN THE SALES PROCESS

• SALES PLANNING

1. The nature of planning
2. Parts of the sales planning process
3. Objectives and goals
4. Ideal projection
5. Real projection
6. Optimal planning

• SALES FORECAST

1. What is the sales forecast?
2. Key elements of the sales forecast
3. Estimates of the sales force
4. Sales forecast methods
5. Basic policies for successful forecasts

• EFFECTIVE VENDOR NEGOTIATIONS
• NEGOTIATION

1. How to plan a sales negotiation?
2. Stages of negotiation
3. Defining goals and criteria
4. Setting Maximums and Minimums for each factor
5. The agreement and its follow-up

• NECESSARY KNOWLEDGE AND SKILLS TO CARRY OUT EFFECTIVE NEGOTIATIONS

1. How to plan a sales negotiation?
2. Diagnosis, Strategy and Tactics
3. Stages of negotiation
4. Formulas for a successful negotiation

1. EFFECTIVE COMMUNICATION SKILLS IN SALES
2. The Communication Process
3. Basic principles of communication
4. The administration of verbal and non-verbal communication
5. Comprehensive listening
6. Identification and interaction with some types of clients
7. Handling presentations

1. THE SERVICE PROCESS
2. Stages of the Service Process
3. Identifying the needs and expectations of the client
4. Verifying client satisfaction

• PRINCIPLES OF SERVICE

1. Main Service failures
2. The basic ideas for reaching excellence in Service
3. The Principles of Service
4. Effective Use of the Key Principles
5. Skills Development Practices

1. LEADERSHIP AND ADMINISTRATION OF SALES TEAMS

• THE MANAGEMENT PROCESS

1. Definition of Leadership in the sales area
2. Techniques for the contribution of habit improvement
3. The use of achievement recognition
4. Practical Exercise of Administrative Reinforcement

• VENDOR ADMINISTRATION

1. Organization of the Sales area
2. Vendor Integration, Training and Development
3. Sales area management
4. Control: Establishment of indicators
5. Follow-up and accountability

VII. NEUROMARKETING

TECHNIQUES TO ADDRESS THE SALES PROCESS FROM THE NEURONAL PROCESS

1. The New Approach to Sales
2. The keys to the consultative model
3. The Triune Brain Concept
4. The AIDA model
5. The symbolic value of things linked to the significant
6. The 20 neurotips to sell to the mind

VIII. NEUROLINGUISTIC PROGRAMMING APPLIED TO THE IMPROVEMENT OF THE SALES PROCESS

• NLP STRATEGIES APPLIED TO THE SALES PROCESS

1. The development of self-trust. The function of Rapport
2. Transformation of attitudes
3. The motivation applied to the sales process
4. How NLP is applied in sales
5. Adequate interrelation in the client-seller relationship
6. Strategies for convincing
7. Inventory closures