3.1 - SELLING VALUE FOR THE CUSTOMER

Objective:

To provide competencies for the professional from commercial area, with focus in demonstrate/convince the final customer that there is more value in the product / service and that there is a competitive advantage in getting it from his company.
With all this, it is discussed the step-by-step of project developments, between the company and its customers.

In short:

• Roles and responsibilities of a professional from commercial area.
• To understand the steps of a commercial negotiation.
• Time management.
• To prepare a commercial meeting.
• To create credibility and confidence by assessment of personal style.
• To investigate the customer needs: doing the right question.
• To search the adequate solution based on the customer needs.
• Getting the commitment to conclude the sale.

Target Audience:

• Professionals from commercial area, in special that accountable by sales (internal and/or external) and professionals from internal areas of organization that interface with the commercial area

Pre requirements:

• There is not any impeditive pre requirement for training attendance

Course Duration:

• 16 Hours.

Programmatic Content:

• Main characteristics of a succeeded sales person.
• Roles and responsibilities of a professional from commercial area
• Time efficient management
• MTBI – Myers Briggs Type Indicator
• Interpersonal Relationships
• Analysis of related parts
• Building and facilitation of teams
• The art of do questions and get answers
• Implicit needs
• Explicit needs
• Ability
• Commitment
• Final practical exam

Training Modalities:

• In company – carried out in closed classes, by customer request.

Requirements for Certification:

• All participants receive the certificate of training conclusion. It is necessary, at least, 80% of frequency.