Training Effective selling – from theory to practice
Practical information about training
- CATEGORY: Personal and Business Competencies
- SUBCATEGORY: Customer service
- TRAINING CODE: SF-OK-03
- DURATION: 2 days
- PRICE INFORMATION from: 1600 PLN net
- LANGUAGE OF TRAINING: polish
- FORM OF IMPLEMENTATION: stationary, online
Training description
The training combines theory and practice in the area of professional sales, focusing on effective techniques for conducting sales conversations and building customer relationships. The program is implemented in the form of practical workshops, during which participants learn and practice the key elements of the sales process. Classes are conducted using activating methods, including simulations of sales conversations, case analysis and individual and group exercises. Through a practical approach, participants gain the skills necessary to conduct effective negotiations and finalize transactions.
Participant profile
The training is designed for:
- Sales representatives starting their careers in sales
- Experienced salespeople looking to improve their skills
- Salespeople working in B2B and B2C sales
- Sales team managers
- Employees of customer service departments
- Business development specialists
- Owners of small and medium-sized companies that conduct sales on their own
- Persons planning to start working in sales
Agenda
- Foundations of professional selling
- Identification and analysis of customer profiles
- Fundamentals of sales psychology
- Building a first impression and professional image
- Principles of effective communication in sales
- Conducting a sales call
- Structure and stages of a professional sales conversation
- Questioning techniques and sales funnels
- Active listening and effective paraphrasing
- Identification of customer needs and preferences
- Sales techniques and offer presentation
- Methods of presenting products and services
- Selling benefits and added value
- Complementary selling techniques
- Building compelling sales arguments
- Finalizing sales and handling objections
- Recognizing signals of readiness to buy
- Effective methods of neutralizing objections (S-B-M technique)
- Basic price negotiation techniques
- Strategies for closing the sale
Benefits
Upon completion of the training, there will be a significant increase in effectiveness in conducting sales conversations by learning about customer psychology and sales techniques. The ability to conduct professional presentations of products and services using the latest sales techniques will be developed. The skills of active listening and asking pertinent questions in the sales process will be developed. Effectiveness in dealing with difficult situations and customer objections will be significantly increased. Knowledge of sales psychology and building long-term relationships with customers will be expanded. There will be the development of one’s own effective sales style adapted to the specifics of the products and services offered.
Required preparation of participants
- Basic knowledge of the principles of interpersonal communication
- Experience in dealing with customers
- Knowledge of your company’s product offerings
- Willingness to actively participate in exercises and simulations
Issues
- Psychology of the sales process and customer behavior
- Sales conversation techniques
- Methods of researching customer needs and preferences
- Principles of effective argumentation in sales
- Techniques for presenting products and services
- Ways to deal with customer objections
- The process of making purchasing decisions
- Complementary selling methodology
- Price negotiation strategies
- Techniques for finalizing the sale
- Building long-term relationships with customers
- Professional image of the seller
Do you have any questions?
Feel free to contact us.
Anna Polak
+48 600 010 440
anna.polak@eitt.pl
31 Ząbkowska Street 03-736 Warsaw
Forms of training delivery
Stationary training
- Training at the customer's premises or at a designated location
- Training room equipped with the necessary equipment
- Training materials in electronic form
- Coffee breaks and lunch
- Direct interaction with the trainer
- Networking in a group
- Workshop exercises in teams
Remote training
- Virtual training environment
- Electronic materials
- Interactive online exercises
- Breakout rooms for group work
- Technical support during the training
- Recordings of the session (optional)
Possibility of funding
The training can be financed with public funds under:
- National Training Fund (KFS)
- Development Services Base (BUR)
- EU projects implemented by PARP
- HR Academy Program (PARP)
- Regional operational programs
If you are interested in funding, our team will help you prepare the required documentation.
HAVE A QUESTION?
Contact us for more information about our training, programs and cooperation. We will be happy to answer all your inquiries!
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Do you have any questions?
Feel free to contact us.
Anna Polak
+48 600 010 440
anna.polak@eitt.pl
31 Ząbkowska Street 03-736 Warsaw
FAQ - Frequently Asked Questions
We offer training in a variety of tailored formats: onsite (at the client's location or our training center), live online interactive with a trainer, and in a hybrid format. Detailed information about the available delivery forms for a specific training is always included in its description on the website.
Open online trainings usually take place from 9:00 - 17:00 Polish time. In the case of closed trainings dedicated to companies, the schedule is flexible and we arrange it individually with the client to best fit the needs of the organization.
We use proven and popular video conferencing platforms, such as Microsoft Teams and Zoom, to conduct interactive online training. They provide seamless communication, the ability to work in groups and direct contact with the trainer. We provide information about the platform used in a specific training to participants before the training begins.
To comfortably participate in the online training, all you need is a standard computer (desktop or laptop) with stable internet access and an up-to-date version of a web browser installed. We recommend using headphones with a microphone for better sound quality and communication, although this is not absolutely required. Having a webcam is usually not mandatory either.
Yes, each participant receives a set of training materials prepared by our experts. We usually provide them in electronic form (e.g., PDF files) a few days before the start of the training, after confirmation of participation and payment.
Upon successful completion of most of our training courses, participants receive a named EITT Certificate of Completion, confirming the competencies gained. In addition, we offer accredited training courses (e.g., ITIL®, PRINCE2®) that prepare for official internationally recognized certification exams. Information about the type of certificate available after a specific training is always included in the detailed description of the training.
The enrollment process depends on the type of training. For open trainings (open to anyone who is interested), you can sign up directly through the application form available on the page of the particular training. If you are interested in closed training (dedicated to employees of one company), please contact us directly by email or phone - we will prepare an offer tailored to your needs.
As standard, the price of the training includes: participation in classes taught by an experienced trainer-practitioner, a set of original training materials in electronic form, and a named EITT Certificate of Completion. For accredited training courses, the price often also includes the cost of taking the official certification exam. The detailed scope of benefits for a given course is always given in its description.
The preferred form of payment for our training courses is by bank transfer, executed on the basis of an issued pro forma invoice or VAT invoice. Detailed information on payment terms and conditions is provided in the process of confirming the enrollment in the training or can be found in the regulations.
Of course! Our specialty is closed-door training, designed "tailor-made" - according to the individual needs and business objectives of a given organization. If you are interested in a topic outside of our regular offerings or would like to modify the program of an existing course, feel free to contact us. We will be happy to prepare a dedicated solution.
We are flexible and adapt to the client's needs. We can organize closed trainings even for small groups - usually the minimum number of participants is 4 people, and the cost is often calculated for the whole group. Taking care of the highest quality and comfort of learning, in case of very large groups (more than 40 people) we usually recommend dividing into smaller teams to ensure effective interaction.
Your feedback is extremely important to us, as it allows us to continuously improve our offerings. After each training session, we send participants a link to a short online evaluation survey. You can also always contact us directly by email or phone to provide your comments.
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